It is dream of every marketer to find a system that eliminates most difficult parts of selling: finding prospects, making presentations, and closing sales, while at same time as providing a handsome profit.

Many programs promise to do this, but very few deliver.

The reason is pretty simple: in order to create a marketing system capable of motivating buyers and closing sales you need at least these five components, and very few products and marketing systems have them:

1. A highly professional presentation that walks prospect through from beginning to end.

2. A simple sales process that you can get up and running with a minimum amount of training.

3. Support from experienced people who have already been successful at selling product.

4. A product that has high perceived value so potential buyers do not balk when it comes to laying down their hard earned cash.

5. A high enough profit margin to give you incentive to work hard and hang in there.

Prospecting is most difficult part of sales job. There are many ways to go about it but, for some reason, sales managers preach cold calling as only way for young sales people to generate leads. As someone who has been through it, I wish that these attitudes would change.

I recently read one of best selling books on cold calling. In this book, author stresses persistence. He uses 15-3-1 rule. That is, you need to make fifteen cold calls to make three appointments with prospects. Out of these 3 appointments you will close one sale. By being persistent and making fifteen cold calls a day, this will translate to, on average, one sale a day, five sales a week, twenty sales a month, etc. Further, author explains that he doesn't mind rejection that he gets when he cold calls. The reason is that since it takes fifteen calls to get an appointment, that means that he will hear word "no" (rejection) fourteen times before he hears word "yes."