Changing our view of prospecting

Changing our view of prospecting

For sales with the highest achievement in all industries, prospecting for new opportunities is actually fun. It was a treasure hunt - a fund that ultimately leads to the pot of gold at the end of the rainbow. Why do they look at him like that? Because they have the skills to make prospecting efficient and more productive.

Tips to overcome the reluctance of Prospecting / Calling

Add zest in prospecting activities

Most sales professionals would rather do any kind other than prospecting. However, the fact remains that the more often we find prospects, the more the customer relationship that we have. Here are ways to stay motivated in finding prospects.

1. Give yourself talk encouragement.

Selling the idea of ​​prospecting directed toward yourself. Affirm that you are eager to meet with more prospects because it will lead to more sales. Do not expect you can feel better just after a little encouragement talks. You may have to re-sell yourself five to ten times a day, until your subconscious mind takes over and does the work for you.

2. Set a goal and force yourself to achieve it.

An unsolved problem is how to make ourselves do what we have to do. Do not be afraid to do a lot more contact. Do not put it off. Just do it. Set a goal that can be managed. For example, depending on your situation, you can set a goal to make five contacts per week. Think about it: After one year, you have made more than two hundred relation to potential customers, just by making a simple phone call every week. Or set a goal to go to a business or social event every month and get acquainted with five new people at each event. At the end of the year, you have to see about sixty new people. How many more consumer relationships that will be established through this?

3. Stop making excuses.

It seems like we've been using all these reasons at any point in our career journey: "I can not perform prospecting on Friday afternoon, no one. There is no point in looking for new opportunities in the months of July and August because everyone was on vacation. I can not call on a rainy day, no one is excited to listen to me. "We need to stop rationalizing our laziness.

4. Overcome the fear that you make yourself tired.

If some salespeople can survive melakuktan hundred phone calls a day, it is possible for you to add ten more calls in a day, or any realistic in your business.

Writer Ralph Waldo Emerson said, "Do the thing you fear, and fear you will surely die." In other words, if we have the necessary skills and make a commitment to conduct prospecting consistently, our fears regarding the likely will be lost. Then we increase the opportunities to increase our sales, because we have quite a lot of the instructions to avoid a sales slump experienced by most salespeople.
Think about it this way: If we learn to play a music instrument for the first time, on awalny it may not be pleasant. But when we started mmenguasainya, we will be more like it. Rather than cringe at all times exercise, we begin to view it as a delicious and soothing activity.
For most of us, prospecting will probably never be as fun as strumming a guitar or playing the piano. However, when we see that the increase results by the prospect of leading to more consumer relationships and higher incomes, we will look at it with an entirely new light.
In the current sales environment, the quality of each opportunity tend to be more important than quantity occasion. But still, many consumers we can help in the end.
Classic book, The 5 Great Rules of Selling, confirming the theory. Author Percy Whiting reported that a company facing bankruptcy challenged salespeople to contact extra ten prospects every day. Ten percent of the calls resulted in sales so much so that instead of closing, the company's factory production continued for twenty-four hours.