Sales Coaching for Prospecting
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Author: Cheryl A. Clausen..
Article source: http://www.articledeshboard.com/. Used with author's permission.
Even members of the MDRT will tell you they don't really like prospecting, but they know it's something they have to do. Prospecting should be something you look forward to with excited anticipation because you can't sell anyone anything until you have someone to talk to, but you don't. And you don't because you don't like being told "no". You need a system for prospecting to be good at it. But a system is worthless if you won't consistently implement it. So, let's talk about why you don't like prospecting now, and how you could like prospecting.
You can approach prospecting using a face-to-face approach or a direct response approach. Face-to-face prospecting involves: networking, cold calling via the telephone, cold calling via knocking on doors, and asking for referrals. You usually only think of face-to-face prospecting when you think about prospecting.
Typically you have the greatest resistance to face-to-face prospecting. Face-to-face prospecting puts you in the position of being told "no" directly, and that "no" feels very personal. This happens to you because you don't know how to communicate the value of what you do. Another approach to prospecting is direct response prospecting. Even though you'll still get a "no" when the other party isn't ready to buy it won't feel personal. Plus there are ways to make a connection with the "no" so it becomes a "yes" later.
When you have something the people you want to work with want it makes prospecting a whole lot easier. People want knowledge and you can easily fulfill that want and use it to improve your prospecting efforts. But to have that work you have to know what they really want and position your offer in a way that makes them want to take advantage of it.
Most people don't say "no" to someone giving them something they want. When the information they want isn't directly related to what you offer you can still come out a winner. They will value you for helping them to get what they want.
Prospecting is about filtering out the people who aren't right for you and identifying the people who are right for you. Unless you want to work really hard let go of that "I can help everyone mentality". T get business you have to prospect, and if you have to prospect you need to learn how to do it right, and when you do you won't hate prospecting anymore.
About the author: Cheryl A. Clausen can help you get where you want to be. Find out how your Sales Skills match up. Could you succeed faster if you just had more time? Enhance your Time Management Skills, look here.
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