The other point to that is.....don't give up or be discouraged. It is just a
process. It does not need to be emotional at all. When you understand that
sales is a process just like anything else, a NO does not slow you down.
When you have a plan and work your plan, sales just happen. 

Now, having said all that cool marketing stuff, the reality is, most of us
have to manage our growth to manage the cash flow to be able to afford to
bring on new customers, which brings on the need for new towers that brings
on the need.......well, you know the rest of the story.

Merry Christmas to all!!

Regards,
David Weddell
Director of Sales
 
260 827 2551 Office
800 363 4881  Ext 2551
260 273 7547 Cell
 
www.onlyinternet.net
www.oibw.net
 

-----Original Message-----
From: [EMAIL PROTECTED] [mailto:[EMAIL PROTECTED] On
Behalf Of Peter R.
Sent: Thursday, December 21, 2006 4:24 PM
To: WISPA General List
Subject: Re: [WISPA] sales 101

David,

It is fabulously that you know the numbers.
The KEY to the Success is that they execute on the sales process daily.

Peter @ RAD-INFO, Inc.
4isps.com
marketing IDEA guy.com

David Weddell wrote:

>I had a wise mentor teach me about sales. It has nothing to do with your
>ability to talk, promise, convince or how much money you spend on
>advertising. Sales all come down to the ability to prospect and sort out
>your target customer. Once you get ONE good customer, the referral business
>will keep it going on its own. 
>
>25 leads = 15 conversations = 8 quality presentations = 4 qualified
>customers = 1 closed sale
>
>>From the 8 quality presentations, get 2 referrals from each of them
>>From the 4 qualified customers, get 2 referrals from each of them
>>From the 1 closed sales, get 5 quality referrals
>Now you have 16 + 8 + 5 = 28 leads to start the process over.
>
>I have one sales person that works this process everyday and is generating
>sales and phone calls to the office that keep 2 installers pretty busy.
>Every area of the country is different on what is available but the bottom
>line to sales is prospecting, sorting and referrals.
>
>Regards,
>David Weddell
>Director of Sales
> 
>260 827 2551 Office
>800 363 4881  Ext 2551
>260 273 7547 Cell
> 
>www.onlyinternet.net
>www.oibw.net
>
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