by Bill Cherry Getting Appointments: The First Steps to Selling Success How to qualify a prospect How to create a target list Why use a telephone script Voice mail, screeners, receptionists, never in office, Approach: letters, cold calls, email, voice mail, referrals, Nothing happens until you get in front of the prospect. Ever since there have been sales persons there has been the problem of getting in front of the prospect. And ever since there have been salespersons there has been prospects who want to avoid sales persons. Why is [...]

by Bill Cherry Selling Secrets Part One: The Will to Prepare: Over the last 25 years I have been a sales person, a sales manager, a director of sales and marketing. During that time I taught many sales people and there was one thing all of the successful sales people did; prepare well for the customer. It’s been said that the will to win, wins football games, but a famous football coach once said, “It’s the will to prepare that wins games.” Most businesses across the U.S. have sales people. [...]