Sales: 6 Powerful Prospecting Tips

6 Powerful Prospecting Tips

Written by John Boe

Sales is a contact sport and prospecting for new business is repparttar

name of

game! You will never meet a salesperson that failed because they had too many prospects to talk to. For repparttar 127335

majority of salespeople, finding new customers is without a doubt repparttar 127336

most difficult and stressful aspect of repparttar 127337

profession. Prospecting should be viewed more as a mindset rather than merely as an activity. It is something you need to be constantly aware of because you never know where your next prospect will be coming from. 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.

1. Prospecting for new business is similar to working out. You know it is good for you and it will produce positive results if you do it routinely. Professional salespeople prospect daily. 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 repparttar 127338 same respect as you would any other important appointment, otherwise, there is a tendency that it will slip through repparttar 127339 cracks. This is not repparttar 127340 time to check your emails, play solitaire on repparttar 127341 computer, make a personal phone call or chat with your associates. Stay focused and take your prospecting seriously. Set repparttar 127342 tone by closing your office door and have your incoming calls held unless it is a call from a client or a prospect.

2. 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.

3. Use a script - don't shoot from repparttar 127343 hip. There is only one thing worse than listening to a salesperson read a script over repparttar 127344 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 over repparttar 127345 phone. By taking turns presenting and critiquing you will gain confidence, polish your script and be more effective. When prospecting, avoid repparttar 127346 temptation to sell over repparttar 127347 phone. Your objective is to gather information and make repparttar 127348 appointment.

The World Has Changed. What is a Sales Professional to Do?

Written by Jim McCormick

We have all been confronted with dramatic change in repparttar

last year. We are all confronted with new challenges. So, as a sales professional, what do you do now?

Recognize repparttar 127333 Positives

Recent traumatic events have caused most everyone to reassess their priorities. Most of us have asked ourselves, “What’s important?” This is a positive development. While we are all inclined to return to our old patterns, going through this questioning process causes us all to expand our horizons. We are reminded that nothing is certain … or permanent. This leads to a strong reminder that current opportunities will not last forever.

Why is this important to you as a sale professional? This can lead to an increased sense of urgency – one of your strongest sales allies.

Deal with repparttar 127334 Fear

The sudden and unexpected changes we have all experienced may well evoke some fear. It is important to be aware of repparttar 127335 fear, both in you and your customers.

Positioning your product or service as something that can reduce repparttar 127336 fear will serve you well. Keep this in mind in your sales process.

As far as repparttar 127337 fear you may be experiencing, repparttar 127338 important step is to accept that it is there. There is nothing wrong with being frightened. It is healthy and normal. But it is vital that you be honest with yourself by acknowledging repparttar 127339 fear.

Although I am a professional skydiver with over 1,700 skydives, I am often quite frightened before a challenging exhibition jump. To keep repparttar 127340 fear from controlling me and hampering my performance, I have learned to accept its presence.

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