Prospecting for new business is a necessity. Our sales training workshops in Vancouver, Victoria, Edmonton and Calgary always drill this into the minds of Professional Salespeople. No one ever disagrees. In fact, when I ask the question “Who prospects for new business?” everyone’s hands go up. “Now keep your hand in the air if you have a specific prospecting strategy on paper and are following it.” When I ask the second question, very few hands are left. Your discipline in creating a prospecting strategy and following it will take your sales from average to great.
Every Salesperson realizes the importance of prospecting. Every Salesperson prospects. I know that some Sales Managers and Business Owners may disagree with these two statements. They may say that if that was true, then every Salesperson would be great at new business development. Yet, we know that many of us aren’t.
In our book SHUT UP! Stop Talking and Start Making Money, panic prospecting is the #7 Mistake Most Salespeople Make. Not having a system is #10. See the connection? Feverishly prospecting after losing a few key clients and then calling up some new prospects without a strategy in place do not add up to sales success. Yet this is what so many Salespeople tend to do.
Realizing what needs to be done and then doing it on a consistent basis are two different things.
Read the rest of the 10 Prospecting Tips From Top-Performing Salespeople from PROSALESGUY here…
If you’re a Salesperson who believes in making a consistent commitment to learning new skills, check out our book SHUT UP! Stop Talking and Start Making Money available on Kindle and paperback on Amazon or our online sales training program The Sales Skills Incubator. Take the free trial on Chapter 1 – The Stigma of Sales.
If you’re a Sales Manager in Vancouver, Victoria, Edmonton or Calgary looking for sales training, give us a call at 250-339-3355 or email [email protected] We design fully individualized sales training programs for our clients.
Thanks!
Dave Warawa – PROSALESGUY
