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Powerful Prospecting

Powerful Prospecting Powerful Prospecting is based on an article written by John Boe called “6 Powerful Prospecting Tools”. John Boe is, based in Monterey, CA, and is recognized as one of the top sales trainers and motivational speakers in the United States.

Prospects are a necessary part of your success. You can never have too many prospects! It really doesn’t matter how competent you are or how well you know your product line, if you don’t have a qualified prospect in front of you, you don’t have a sale.

For many, the thought of prospecting is quite intimidating, but it will produce positive results if done consistently. Professional salespeople prospect daily. Here are a few tips for successful prospecting:

• Stay focused and be consistent! It is important to block-off specific time on your calendar for prospecting activities such as phone calling and emailing. Treat your prospecting time with the same respect as you would any other important appointment, otherwise, there is a tendency that it will slip through the cracks. Stays focused and take your prospecting seriously. Set the tone by closing your office door and have your incoming calls held unless it is a call from a client or a prospect.
• Be prepared, get organized and take good notes. It is critical to have a computerized contact system to record remarks and suspense future contacts or appointments.
• Don’t shoot from the hip. There is only one thing worse than listening to a salesperson read a script over the phone and that is to listen to a salesperson without a script. Obviously, it is important to not only have a script but to practice it until it sounds smooth and natural. Set aside time to role-play with an associate or network group member. By taking turns presenting and critiquing you will gain confidence, polish your script and be more effective. Your objective in prospecting is to gather information and make the appointment (not sale over the phone).
• Prospects are perishable! When working with a new prospect, it is important to make contact quickly. No matter how interested a prospect may appear, don’t wait for them to call you. You are only one of many competing interests for your prospect’s time and money.
• Be positive… never badmouth your competition. Attacking your competition makes you look unprofessional and petty. Emphasize the benefits of your product or service by guiding your prospect through a comparison of quality and price. Play to your strengths and not the weakness of your competition. Let your prospects draw their own conclusions from a well-presented comparison.
• Learn from Rejection…rejection is a natural aspect of the sales process so don’t take it personally. Use rejection as a feedback mechanism and look for ways to improve your presentation. Salespeople who take rejection personally lack perseverance and seldom make the sale. Research indicates that in sales you can expect your prospect to say no five times before they buy. With this in mind, realize that with every sales rejection you receive, you are one step closer to making the sale!