Prospecting Insights

My company just had Art Sobczak in to conduct an inside sales training session. This guy is good - really good - when it comes to working with inside sales professionals. If your interested in finding out for yourself, check him out on the web at www.businessbyphone.com.

Art shared some ideas on prospecting that I wanted to write about because they just made sense. I pulled Art's message from his workbook, added my own notes, and came up with five important points on prospecting. Check these out:

1. Prospecting is not just a numbers game... it's about getting RESULTS. Make sure you are measuring your efforts so you can determine what works and what doesn't. Don't blow time by not prospecting, but don't waste time by heading in the wrong direction.

2. No's don't take you any closer to a yes if your presentation sucks! I know that sounds harsh, but it's the truth... and the truth will make you better. Sometimes you're presenting even when prospecting so make sure you are giving it 100%. Tape yourself on the phone and listen to how you sound to others.

3. You don't need to love rejection. Who really likes to have people reject them? Art teaches to have a "secondary objective" when prospecting. Do you want an appointment - of course you do! If you don't get an appointment have you been rejected? Only if you don't have a secondary objective like a referral or at least the opportunity to leave a positive impression. If you only did that, leave a positive impression, you'd be doing more for your future business and the profession of selling than you can imagine.

4. Prospecting, like sales, is a process. Think of prospecting like it's a "system" and that you either owe the system or it owes you. Prospect correctly and eventually sales will come - the system owes you. Do nothing productive all day and you owe the system. Not much will be coming your way until you get your assets in gear.

5. Prospects must first hear a good reason to speak with you, and then more, in order to want to set an appointment with you. You have to reveal what benefits you bring to the table and you have to do it quick! Today's business leaders are not going to wait while you spit out a weak opening statement. You've got to make it POP and you've got to get their attention.

Depending on the industry you work in, prospecting may or may not be a major issue; however, this much is clear, prospecting new business will make you more money than not prospecting.

TK