Prospecting- The Essential Element to Success
Most salespeople don't enjoy prospecting so they don't invest much time in it. But, look at the steps in the sales cycle below:
--none could be accomplished without prospecting!
If you are successful at prospecting, you will be a successful salesperson. So, it pay$ off to increase the time you spend prospecting, and you don't have to increase it much. Top producers are the ones who make that one extra call when the others give up.
Most salespeople avoid prospecting due to a fear of rejection. The key to overcoming that fear is to alter your perception of prospecting. How? Focus on how prospecting has been THE way to make money.
Prospecting should be welcomed, rather than feared, because it allows you to control your financial destiny. In fact, the size of your commission check is directly related to the number of calls you make. In other words, you determine your level of income.
Have you ever heard that selling is the same as farming? Well, not exactly the same but there are some similarities, such as long hours and seasonal fluctuations. The biggest similarity is that both reap what they sow. If you want an abundant harvest, you must sow many seeds.
Prospecting is a goal-treat it like one. Allow yourself to feel elated when you schedule an appointment. Why? Because you have sold someone on the idea of spending valuable time with you. Take that elated feeling and go with it-use it to transfer enthusiasm about your service to the buyer.
Don't get discouraged. Remember, sales is a process, not an event, and you can't lose if you control when it ends. View selling as a process and make sure it ends only after you've converted your prospect into a satisfied client.
