Many of you can relate to the scene in the photo. That’s right, someone is taking down the name and number of a prospect! The person is Nancy and the place is a main road, right outside a busy restaurant in Surabaya. Nancy is one of the top Unit Managers in Indonesia who averages a team of ten and sales of over 1,000 units a month – with at least 200 from her own.
To spend more time with her team, she likes to achieve her personal target with fewer dems, through quality prospecting. And she believes ‘suspecting’ is the best way to find good prospects and easy/confirmed appointments – second only to getting referrals from happy customers. There are many other consultants and managers who rely on this method.
Suspecting (in direct sales lexicon) may be defined as: Asking a stranger, who appears to have money because of the location she is shopping/eating/hanging out, whether she has any young kids. Then getting her interested enough in your product that she gives you her name and number, and agrees to an appointment when you call. Watch this if you want to learn one of the ways of suspecting.
Suspecting can not only improve your prospects, increase your dems and sales… it can also change the lives of the people who come in contact with you, and their kids! It’s difficult in the beginning, to approach a stranger and talk to her, but it gets easier and a lot of fun once you develop your method. Try it, today! If you do this regularly, please share your most interesting experience through comments.
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Filed under: Inspiration & Motivation, Sales & Marketing Tagged: | nancy from indonesia, prospecting, Sales Training, suspecting
My sales team start “cold calling” this month means door to door knocking in housing flat, not an easy task, facing risks of slamming doors, fierce dogs and hot tempered vulgar people, working daily till midnight, thanks god, due to their work passion, managed to secure some TDP orders and some dems. Every Friday sales meeting, the sales team will share their interesting stories and how to stay positive even after several unsuccessful attempts.
Hi Kartika, we are all proud of Nancy and what she does.
Hello, my name is Kartika. I am nancy’s daughter.
My mom have been doing that strategy to get customers. maybe it’s an embarrasing thing for another people but not for her. And i’m proud of her. She is my super mom!!
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