Top Tip - To Warm up just call some people you know, once your warm you can start calling industry business contacts just to catch up, and guess what? There's a lot of people.

After your warm up, rev up your system and start calling your target qualified list of potential clients.

Need a system, or know what to say, DM ME

2 of a series of 17 - The More You Prospect the Luckier You Get

Make prospecting a daily ritual, no exceptions.

You only need 1 hour a day, but every day.

(you might not get the sale, but you'll get to your prospect)

…credit to Jeb Blount's book Fanatical Prospecting.

For more great tips ask me for a copy of Jeb Blount - Fanatical Prospecting book.

I'll buy it for you from Amazon. My Gift.

DM ME, my gift. (have to be in U.S. Freight Forwarding Sales) 

2 of a series of 17.

Universal Law of Need.

The Universal Law of Need governs desperation. Don't ever let your pipeline dry, even and especially in busy times no matter how much business you have.

It states that the more you need something, the less likely it is that you will get it. This law comes into play in sales when lack of activity has left your pipeline dry.

Make prospecting a daily ritual, no exceptions. You only need 1 hour a day, but every day.

BONUS TIP: Persistence Always Wins, ALWAYS WINS

(you might not get the sale, but you'll get to your prospect)

Darius

CEO Darius and Company,

…credit to Jeb Blount's book Fanatical Prospecting.

For more great tips ask me for a copy of Jeb Blount - Fanatical Prospecting book, Ill buy it for you from Amazon.

DM ME, my gift. (have to be in U.S. Freight Forwarding Sales)

3 of a series of 17: The More You Prospect the Luckier You Get

Make prospecting a daily ritual, no exceptions. You only need 1 hour a day, but every day.

BONUS TIP: Persistence Always Wins, ALWAYS WINS

(you might not get the sale, but you'll get to your prospect)

Darius

CEO Darius and Company, hope you enjoy this!

…credit to Jeb Blount's book Fanatical Prospecting.

For more great tips ask me for a copy of Jeb Blount - Fanatical Prospecting book, I'll buy it for you from Amazon. DM ME, my gift. (have to be in U.S. Freight Forwarding Sales)

4 of a series of 17. THE FIRST RULE OF SALES SLUMPS

The first rule of holes is when you are in one, stop digging, and the first rule of slumps is when you are in one start prospecting.

Make prospecting a daily ritual, no exceptions. You only need 1 hour a day, but every day.

This is so powerful it’s ridiculous.

If you want to learn how to make prospecting and easy daily habit then…read below.

…credit to Jeb Blount's book Fanatical Prospecting.

For more great tips ask me for a copy of Jeb Blount - Fanatical Prospecting book, Ill buy it for you from Amazon.

DM ME, my gift. (have to be in U.S. Freight Forwarding Sales)

BONUS TIP: Persistence Always Wins, ALWAYS WINS

(you might not get the sale, but you'll get to your prospect)

Darius

CEO Darius and Company, hope you enjoy this!

5 of a series of 17.

The Three P’s That are Holding You Back

Procrastination, Perfectionist, Paralysis Analysis

Call Reluctance is a common label, but some people are not reluctant, they are just in the wrong job. Quit, do something else, otherwise. Don't get caught in The Three P’s. Learn how to disrupt the three P’s.

My favorite technique to dial is to phone friends, business associates, and people I know to warm myself up. I limit it to 2, then I get PROSPECTING!!!!!

Make prospecting a daily ritual, no exceptions. You only need 1 hour a day, but every day.

…credit to Jeb Blount's book Fanatical Prospecting.

For more great tips ask me for a copy of Jeb Blount - Fanatical Prospecting book, Ill buy it for you from Amazon.

DM ME, my gift. (have to be in U.S. Freight Forwarding Sales)

Darius

CEO Darius and Company, hope you enjoy this!

BONUS TIP: Persistence Always Wins, ALWAYS WINS

(you might not get the sale, but you'll get to your prospect)

6 of a series of 17. The Law of Replacement

The Law of Replacement - This is a hard one to grasp, at first.

YES - You must be constantly replacing your PIPELINE so that you will be replacing those that will naturally fall out.

BUT - Look at it this way. If you have 30 prospects in your pipeline and close one, how many prospects do you have left? Most say 29, WRONG. If you have a 1 in 10 chance of closing one, the right answer is you now have 20 left, the other 9 are no longer viable mathematically for you to close 3 in total.

Make prospecting a daily ritual, no exceptions. You only need 1 hour a day, but every day.

For more great tips ask me for a copy of Jeb Blount - Fanatical Prospecting book, Ill buy it for you from Amazon.

DM ME, my gift. (have to be in U.S. Freight Forwarding Sales)

Darius

CEO Darius and Company, hope you enjoy this! 

8 of a series of 17. WE SUCK

99% of Salespeople either admit they SUCK, or they do SUCK at prospecting. BUT.....the 10% that are super successful simply prospect, every day, period.

Make prospecting a daily ritual, no exceptions. You only need 1 hour a day, but every day.

…credit to Jeb Blount's book Fanatical Prospecting.

For more great tips ask me for a copy of Jeb Blount - Fanatical Prospecting book, Ill buy it for you from Amazon.

DM ME, my gift. (have to be in U.S. Freight Forwarding Sales)

BONUS TIP: Persistence Always Wins, ALWAYS WINS

(you might not get the sale, but you'll get to your prospect)

Darius

CEO Darius and Company, hope you enjoy this!

9 of a series of 17. THE DING

INCREASE YOUR SALES MONTH - TIPS and MINDS SETS 4 FREIGHT FORWARDERS -

THE DING

If you have been following my Sales and Sales Prospecting Posts (if not check my posts under my profile) you will know the importance of Prospecting. But do you know? About the DING?

The Ding is the one thing you need to be aware of. The dreaded Ding that interrupts your Prospecting. The Ding from a call. The Ding from your phone. The Ding from email in box on your computer. Top Prospectors even block ALL calls, including their clients!!! The Ding takes you off course.

If you can’t not take your clients calls, here are two tips. Get a Client Phone, or Phone number, where clients only call. Take those. OR, setup a call list in your phone that can get thru when you select the DO NOT DISTURB feature.

Make prospecting a daily ritual, no exceptions. You only need 1 hour a day, but every day. Here I’ll add, WITHOUT DISTRACTIONS!

…credit to Jeb Blount's book Fanatical Prospecting.

For more great tips ask me for a copy of Jeb Blount - Fanatical Prospecting book, Ill buy it for you from Amazon.

DM ME, my gift. (have to be in U.S. Freight Forwarding Sales)

Darius

CEO Darius and Company, hope you enjoy this!

BONUS TIP: Persistence Always Wins, ALWAYS WINS

(you might not get the sale, but you'll get to your prospect)

10 in a series of 17 - IT’S A CONTACT SPORT...

...not a chit chat sport.

Prospecting is the heart of Sales. However it is not built for building relationships, selling, or chatting up your buyer. Re-read that, NOT FOR SELLING.

It’s for setting the appointment, qualifying, and building familiarity, and when it makes sense, and only then, moving into the sales process right on the spot. You don’t need brilliant scripts, you don't need complex strategies, you don’t need to overcomplicate things.

So many salespeople try to chit chat and build rapport, and two of the top sales people in the world (Job Blount , Also Wolf of Walls St) will tell you it’s your waste of time, a lot of time, and a lot of calls.

Get to the point, prospect, set the appointment! If you are having trouble qualifying, gathering information, approaching the other side, or simply need help with objections, or prospecting, I suggest you get the book below.

Make prospecting a daily ritual, no exceptions.

You only need 1 hour a day, but every day.

…credit to Jeb Blount's book Fanatical Prospecting.

For more great tips ask me for a copy of Jeb Blount - Fanatical Prospecting book, Ill buy it for you from Amazon.

DM ME, my gift. (have to be in U.S. Freight Forwarding Sales)

BONUS TIP: Persistence Always Wins, ALWAYS WINS

(you might not get the sale, but you'll get to your prospect)

Darius

CEO Darius and Company, hope you enjoy this!

14 in a series of 17 - OWN YOUR OWN DATABASE

OWN YOUR OWN DATABASE

In selling, a CRM, and not just any CRM, but the one you USE, is a MUST. Own it like a CEO.

DON'T SHORTHAND

Be accountable for maintaining its integrity and data, and ritually keep it flowing and up to date. To be successful YOU MUST take detailed notes.

So many sales people simply write in shorthand, which is the death of details, when detailed dates and notes are key to knowing who to call. OWN YOUR DATA BASE.

Make prospecting a daily ritual, no exceptions. You only need 1 hour a day, but every day.

…credit to Jeb Blounts book Fanatical Prospecting.

For more great tips ask me for a copy of Jeb Blount - Fanatical Prospecting book, Ill buy it for you from Amazon.

DM ME, my gift. (have to be in U.S. Freight Forwarding Sales)

BONUS TIP: Persistence Always Wins, ALWAYS WINS

(you might not get the sale, but you;ll get to your prospect)

Darius

CEO Darius and Company, hope you enjoy this!