(Entertainment-NewsWire.com, October 08, 2013 ) Dallas, TX -- "Peanut butter & jelly in a steakhouse." That's the phrase that Frank Rumbauskas, author of the New York Times best-seller Never Cold Call Again and several other books, used to describe the way far too many salespeople operate in today's market.
"Salespeople don't necessarily fail because they lack sales skills. On the contrary, it's because they're not selective enough about who they choose to sell to," Rumbauskas explains.
The example he gave came from a bold statement he heard a salesperson make: "I can sell peanut butter and jelly in a steakhouse." But according to Rumbauskas, if you're in a steakhouse, the logical thing to do would be to sell steaks, not peanut butter & jelly sandwiches.
"We're in a challenging economy -- the recession isn't quite over, but companies are back to expanding their sales forces, which increases competition. Overall, it's a tough environment in which to sell, which is why it's all the more important to only spend time with the most highly qualified prospects."
It was this exact challenge that promted Rumbauskas to create his Never Cold Call Again home study course, that not only teaches salespeople to generate leads without cold calilng, but also provides a blueprint for very specific qualifying of prospects.
"If you want to prosper in today's economy, it's not enough to generate lots of leads; you must know how to really dig down and qualify those leads to make sure you're not wasting time with people who aren't going to buy, and buy soon," he concludes.
To learn more about Frank and find hundreds of articles on sales prospecting and lead generation, you can find his website and blog at http://www.nevercoldcall.com
