Prospecting

What is the most important thing you can do in sales EVERY day? PROSPECTING! What is it that most salespeople don't like to do? PROSPECTING! That seems to be a dichotomy that can keep a salesperson stuck in inactivity, that can hinder earning the amount of money they want to earn.

I say one of the biggest reasons salespeople don't "contact" (prospect) enough people to reach their financial goals is because of one word. That word is "NO." Having been a Business Coach for 18 years I've found that many salespeople have "made up" that the word no means rejection, and I don't know anyone who wakes up in the morning and says to themselves: "I can't wait to get rejected today!" Therefore they will stay away or limit the amount of conversations that could possibly elicit a no. Thereby, limiting the amount of prospecting activities during their day. Thereby, limiting the amount of possibilities for a YES. Thereby, limiting their income.

What I've had my Business Coaching clients do, is to "create" a new "meaning" to the word no. The new meaning is "the prospect doesn't YET see the value" in what I'm proposing." That's why people do things, they see the VALUE. Why they don't do things is because something for them is bigger than the value. Your JOB is to help them see the value; not your value, their value. When they do, they will take the action you're asking them to take; whether it be to make an appointment, buy your product or service, give you a referral, or whatever you are prospecting (asking) them for.

Start PRACTICING this new definition to "no" and whenever you get a no from a prospect remember that all it means is they haven't yet seen the value. Your JOB is to assist them in seeing the value by speaking to them about what they said is valuable to them and then ask them to take the action you intended for them when you made the contact in the first place.

When you shift your "meaning" to the word no, you will be willing to take more prospecting actions. When you take more prospecting actions, you will make more sales.

TRY IT, YOU'LL LIKE IT!