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Prospecting Sales, How does it Work?

Guest post by: Ghyslain Lefebvre

Article Overview: If you are in the online business industry, MLM, home based business or direct sales; prospecting is a huge part of your business. Knowing when to prospect, when to judge your results, the art of follow-up, which prospect to pursue are all very important in order to experience success. In this article I will provide you with some tips and tricks on how you should prospect.

Prospecting Sales, How does it Work?

If you are in the online business industry, MLM, home based business or direct sales; prospecting is a huge part of your business. Knowing when to prospect, when to judge your results, the art of follow-up, which prospect to pursue are all very important in order to experience success. In this article I will provide you with some tips and tricks on how you should prospect.

If you already prospect, when do you go out and look for sales? Is it when sales are down or up? You should prospect more when sales are up. People will sense your confidence and will want to do business with you. The opposite is also true, if sales are down, they will sense your desperation and most likely stay away.

A lot of people judge their results within the 1^st few attempts and get discouraged very quickly. The key to prospecting is to be consistent at least for 90 days. After 90 days, you will start seeing results if you prospect correctly. Think long term, statistic shows that 80% of most sales are done after the 5^th meeting. Remember, prospecting is not selling. Prospecting is gathering information, establishing you as an expert and providing a valuable solution.

Be a person of value, responsible, keep your word. If you agree to provide certain information to your prospect, be on time or even ahead of schedule. Your prospect needs to know you as a person of value and they can count on you.

A little tip, when you are gathering information, sometimes the conversation will drift to some personal interest you prospect may have. Make note of it and try to find interesting information about that subject. This will really impress your prospect and help build a good trusting relationship.

3 things you must do when you prospect. #1: Continuously track what works and what does not work. What worked with certain people and what did not. Be sure to measure all your results and time you spent on prospects. Last, always bench mark your progress every 90 days. Plan to spend at least 1 to 2 days after 90 days and review all the prospects you had contact with and get a plan of action for the next 90 days based on what worked and what did not.

Things are certainly not easy when you are prospecting but remember to never make excuses, to always find solutions and be the most discipline person in your field.

To your success

Ghyslain

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Article Tags: direct sales, entrepreneurs, home based business, MLM, online business, prospecting leads, Prospecting sales, when to prospect



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