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MJ Durkin



MJ Durkin

Known as "North America’s Prospecting Coach," the author, MJ Durkin has been a keynote speaker and presenter at some of the world’s largest sales training conventions. He is the Managing Partner of the Sales Judo Academy and MatchingIntentions.com. He is also the author of the books, "Double Your Contacts," "Selling from the Heart" and "Double Your Downline."

Jan/Feb 2009 Issue
Let It Shine!
by MJ Durkin

Networking Trainers Article
Let It Shine!
by MJ Durkin

The secret to becoming a natural networker is to let your authentic self shine through to everyone you pass by during your day.

Attracting the right people to you is actually much easier than you might think. First spend some time thinking about the kind of person you would like to meet or work with. Picture that person and get a feel for the specific qualities you are looking for.

Next, imagine yourself going through your day and see this kind of person being very open and receptive to meeting you. See your day filled with a limitless supply of prospects coming toward you in all kinds of ways.

As you go about your day be...

Networking Trainers Article
To Leave or Not Leave a Voice Mail - That Is the Question
by MJ Durkin

Voice mail and caller ID have changed the landscape of telephone prospecting forever. It is not uncommon for a networker to make two dozen calls over a two hour time period and not reach even one person live. It is the world we live in now and the networkers who will take the time to learn the skills of leaving voice mail messages that get return calls will be the ones who succeed in the next several years.

Traditional sales training espoused the caveat that if you received someones voice mail that you should not leave a message - you should wait until the prospect answered the phone live! It is vital for you to realize that this is advice that was given in the 1970s and 80s when telephones were still attached to the wall by coaxial cable! This is outdated advice that does not work in todays Pentium-like environment. If you have the ability to sit at a phone all day long, every day and call your prospects at different time intervals you will eventually be able to reach them live. Most networkers do not have the luxury (or the tragedy) of having that kind of time to call that consistently. So the 21st century answer to the question of whether or not to leave a voice mail is this: always leave a voice mail every time you call. Yes, every time you call!

Todays prospect listens to their...


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