Not on my watch, they won't.
It's the approach.
The more you excel at sales the more you will struggle with prospecting.
It's just the approach. We can fix that.
My nerdy personality didn't serve me well in my youth but it allowed me to figure out why closers struggle with cold calls.
I've done this for 20 years, have written five books on the topic, and been on more than 300,000 cold calls with my clients.
It's just your approach. Prospecting and selling seem the same but they are nearly opposite skills.
During a six week course (where we call together and set meetings) I'll teach you to excel at prospecting just like you do at sales.
Are you happy with the number of meetings your team is booking with new prospects each week?
I've taught closers how to book more first appointments for 20 years. I know how to teach your team to book more meetings, with lower rejection, less frustration. You'll easily replenish your pipeline in 1-2 hours a week, no problem.
Do your reps avoid, fail to prioritize or inconsistently work the phones for meetings?
I address the root causes of these issues by teaching low-rejection prospecting techniques that reduce stress, frustration, and time commitment. When cold calling works it becomes a highlight of the week rather than a dreaded task.
Can your team identify great opportunities to create lists full of targets ripe for the picking?
I’ll show you how to quickly build great lists, identify the right decision-makers, and target your efforts effectively. Mastering this skill ensures that your team spends their time on high-potential prospects, increasing their success rate and efficiency
(a lightbulb moment)
If you're really bad at prospecting it's almost always because you're really good at selling.
Prospecting is not selling; that's where most of us get tripped up.
The Biathlon, an event in the Winter Olympics, demonstrates an athlete's ability to excel in two contrasting sports: cross-country skiing and target shooting. It is a fascinating event as the skills and techniques required for one sport are toxic--fully detrimental--to the other, yet you must master both. This mirrors the dynamics between sales and prospecting, two intertwined activities in a single "sport" that demand different skill sets or objections and rejections abound.
Your exceptional sales skills are the worst things you can use when you are prospecting. And visa-versa. If you are frustrated with your prospecting results it's almost certainly because you are "cross country skiing on the target range".
The better you are at sales the more important it is you have a constantly full pipeline.
One hour a week to fill your schedule: My clients are closers. They don't have time to cold call all week. My unique system teaches you how to find prospects, book them, and keep them engaged. And do it in 30-60 minutes a week.
Success Stories
People buy from us because what we teach works; you can take it, apply it this afternoon, and get more meetings right away. My focus has been nothing but cold calling for the past 20 years. I've written 4 top-selling books on the topic and been on well over 500,000 live cold calls as a hands-on coach. I can make you as good at prospecting as you are at selling.
It sure feels nice to hear, "yes, let's meet" instead of, "I'm the wrong person" or, "we're happy with what we have"
SW, "I just set my first appointment!! I am starting to feel more comfortable with this approach."
ME, "YES! Way to go! I love getting messages like these."
SW, 20 min later, "Just set another...this is fun!"
Hey Matthew, It's Monday, it's 9:22.
I started calling around 8:30. I've made 13 phone calls, had 4 pickups and 4 meetings booked. It works SO well. I'm really excited.
The process really works and I feel really good. Thank you, thank you!
We have a new BD Rep in our Toronto office that has been having great success getting his call numbers.
He attributes his success to reading your books, watching videos and following your process. He is giving our tenured reps some competition!
Appreciate everything that you do to work with the team.
"I have been wanting to reach out to you to let you know that I am slaying it over here Matt! I needed the coaching I received from you. It was a huge help to me."
I will not hire a sales rep without putting them through Matthew's training. It is a critical part of our onboarding process and a fundamental part of our sales process.
You've been a big hit with the team. Thank you for doing such a great job. As I tell others, "I started using Matthew and things got better."
After 15 plus years, I have yet to find someone that understands how to engage prospects as well as Matthew. His approach is very effective and he is the best that I've ever worked with.
Before working with Matthew, I would book about 10 appointments for every 100 phone calls (10%). After working with Matthew and his team at Sellemental, I began booking around 60 appointments for every 100 calls (60%).
Matthew partnered with our team in bringing knowledge, skills and abilities out of "a good idea to work on" into an actionable, measurable, and successful sales team development program.
The sales process that Matthew has thoughtfully developed and amiably teaches has revitalized me and the sales team I lead. His approach makes sense and eliminates the fear that we all feel as professional sales people.
Dude! Your book is magic! This afternoon, I booked two major telecoms for meetings almost back-to-back. I can't even process this.
I can't state enough how much Matt Lampros "gets it". But more importantly he can teach it which is the real value. We learned the actual psychology of cold calling. True game changer!!!
When you honed your sales skills, you didn't just do better; you did way better. The same principle applies to prospecting. Perfect the art, and watch your opportunities multiply.