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The answer is: it depends on what kind of prospecting you are asking about. A great general tool is Huthwaite. They came out with SPIN selling. If it fits for you needs, it's a powerful tool.
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What i normally do is try through research to get an approximate value and then use it in my question.When you back your question with a statement (usually) a prooven one the prospect cannot hide or lie.
Another method is by asking the question in a way that obliges him/her to have the correct answer. For Example using the name of his person of influence or using a past report, or hurting him/her on a growth factor
check this out – it will take your skills to the next level!
By the way – NO SELLING!
http://www.nextbigboombiz.com
Most voicemails are not returned- but that doesn't mean that you should not leave messages.
I find that if I leave numerous messages, the prospect is often more willing to talk to me when I finally do reach them. At least, they know who I am.
Also, by leaving messages that do not fully identify you, or why you are calling, you may pique the prospects curiosity enough to get them to call you. Such as "Hi Bob, this is Mr Best Answer calling- I have a question for you when you have a minute. Please call me at xxx-xxxx when you get a chance".
They may assume you are somebody other than a salesman and call. NEVER pose as a customer to get a return call, though.
The type of message you leave will vary, depending on your product.
View your prospectis as semi-friends type of relationship. Make 1 or 2 relevant jokes to break the ice and off you go from there…
Don't put too much pressure on yourself. They are rejecting the offer, not you. =)
Good luck – i know it's hard.
http://www.finance.yahoo.com
just type in the stock ticker and on the left hand side of the screen you should see all the financial statements for the past few years
As a sales oriented marketer, if I needed new nationwide restaurants, I would go to Infousa.com and buy the list. It will be exactly what you want and for the money it costs 8-15 cents a name you can focus on what you do best… Sell!!! Good Luck to you!
Host a chamber of commerce meeting at one of the dealerships.
Give away hot dogs etc in front of the dealership.
Call past buyers of cars from the dealership from over 5 years ago just to touch base with them.
Call up recent buyers and offer them incentives for referrals.