6 Powerful Prospecting Tips

Written by John Boe

Sales is a contact sport and prospecting for new business isrepparttar name ofrepparttar 127334 game! You will never meet a salesperson that failed because they had too many prospects to talk to. Forrepparttar 127335 majority of salespeople, finding new customers is without a doubtrepparttar 127336 most difficult and stressful aspect ofrepparttar 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 withrepparttar 127338 same respect as you would any other important appointment, otherwise, there is a tendency that it will slip throughrepparttar 127339 cracks. This is notrepparttar 127340 time to check your emails, play solitaire onrepparttar 127341 computer, make a personal phone call or chat with your associates. Stay focused and take your prospecting seriously. Setrepparttar 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 fromrepparttar 127343 hip. There is only one thing worse than listening to a salesperson read a script overrepparttar 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 overrepparttar 127345 phone. By taking turns presenting and critiquing you will gain confidence, polish your script and be more effective. When prospecting, avoidrepparttar 127346 temptation to sell overrepparttar 127347 phone. Your objective is to gather information and makerepparttar 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 inrepparttar last year. We are all confronted with new challenges. So, as a sales professional, what do you do now?

Recognizerepparttar 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 withrepparttar 127334 Fear

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

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

As far asrepparttar 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 acknowledgingrepparttar 127339 fear.

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

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