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Guest post by: Donald F. Pooley Become an Author

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Why do some people have difficulty in getting enough prospects, while others seem to find prospects everywhere?
Prospecting is not the real problem!
And they'll never have enough prospects until they solve the real problem.
The real problem is an inability to approach people. Get good at approaching people and prospecting will no longer be a problem.
Show me someone who claims to have a prospecting problem and I'll show you someone who is weak in the approach. Learn to approach people and the problem is solved.
At least it will be unless you mess up. Most salespeople have a hit and miss program. Approach every acquaintance; sell everyone on their list; then panic! Now what?
They need to prospect systematically.
Prospecting should be a routine, a daily routine. It should be set up as a priority. Make it the first thing you do every day.
This goal must supersede everything else. Get two, three, four, five, new leads today, and every day. Do whatever it takes, but do it regularly—--not sporadically.
Many years ago, I learned from Don Pooley that it was more important to open new cases than it was to close them.
Closing well-prepared cases is not a problem. It takes a pro to open them. The same is true of prospecting. If you get enough new leads you'll easily get sales interviews.
Get a good prospecting approach. Master it. Use it every day until the process is as much of a routine as brushing your teeth. When you set your mind to work on a priority task, your subconscious mind takes over. It will amaze you with creative solutions.
After awhile you will enjoy prospecting so much you may even forget to make sales calls!
(Right! Just once I would like someone to come to me a tell me, “I've got all these qualified leads and I don't know what to do next”)
It would be nice if there was a magic pill. There isn't! But there are countless books and articles that sound as if there is a goose that lays golden prospects. There isn't!
Most of their writers, if not all, of them have never done it, and never will. So forget them! Go with experience: the people who have “been there, done that”.
The secret of success is that there is no secret of success!
Lyle Manery, BA, CLU, CHFC, started in a life insurance head office many years ago, got his life insurance license a few years later, earned his MDRT membership for 25 years, and Top of the Table twice, so he knows his stuff! He also writes about it, and publishes his own books. They're described at: Prospecting! . Email: Lyle Manery

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