This episode covers the first critical step in the Consultative Selling process – Prospecting. It discusses the two types of lead generation – in-bound and out-bound – and points out that if you attempt to survive on only in-bound inquiries, you won’t achieve your KPI’s. We then take an aerial view and look at the big picture of planning a productive territory plan.
This episode shares one of Neil’s infield training experiences, with a new BDM in the Aesthetic industry.
This episode continues the journey towards building your Hair, Beauty or Body sales territory through new business acquisition and new accounts. Both skill and consistency are required, to constantly grow your sales territory with an ongoing stream of new business. If you’ve been practicing the tips shared in previous GET TO YES podcasts, you’re likely thinking about the next question: How do I keep a cold call warm?
In this episode, Neil starts explaining the process of building a Cold Call Plan to approach larger, more prestigious businesses. He explains how the process has three steps – to prepare, execute and follow-up an important business meeting.
Learn how to build a 3-step cold calling plan that increases your salon sales teams’ new account results, in a live 60-minute industry-based video conference training session for your team.