Who is a Prospect?-Throw the Ball
Who is a Prospect?-Throw the Ball
We have a lot of fun in these workshops and this exercise is always great. Every participant is given a Blue sponge ball with Throw the Ball written on it. I ask the reps to pair up and to play catch. Thats it no rules just throw the ball back and forth. It sometimes gets a little crazy as not everyone throws or catches that well! After a minute or so I tell them to stop. And then to throw the ball one more time but dont throw it back. Thats it. Now the question is what is different about the last time? Obviously the ball didnt come back. Game over.
Simple as that you have the definition of a prospect-Someone who will play ball with you. When you ask them to go forward with a reasonable agenda they say yes.
A few years back my then 10 year old was out in front of our house playing catch with a friend. After a few minutes the friend just turned and walked away! What do you think my son said? He said why/ We were having fun why did you stop?
As professionals we have to be at least as smart as a 10 year old. First we need to ask our prospects to move forward with us (more on this later). And if they wont we need to ask why? If not we simply assume we have a prospect and waste time on them. Worse still we dont look for new prospects because we falsely think we have enough.
Who is a ProspectThrow the Ball - To learn more about this author, visit Don Mersereau's Website.
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In our training and coaching sessions I teach that within your organization there are certain things that should be commonly accepted and defined the same way by all. The way you define a prospect is one of those things.
We have a lot of fun in these workshops and this exercise is always great. Every participant is given a Blue sponge ball with Throw the Ball written on it. I ask the reps to pair up and to play catch. Thats it no rules just throw the ball back and forth. It sometimes gets a little crazy as not everyone throws or catches that well! After a minute or so I tell them to stop. And then to throw the ball one more time but dont throw it back. Thats it. Now the question is what is different about the last time? Obviously the ball didnt come back. Game over.
Simple as that you have the definition of a prospect-Someone who will play ball with you. When you ask them to go forward with a reasonable agenda they say yes.
A few years back my then 10 year old was out in front of our house playing catch with a friend. After a few minutes the friend just turned and walked away! What do you think my son said? He said why/ We were having fun why did you stop?
As professionals we have to be at least as smart as a 10 year old. First we need to ask our prospects to move forward with us (more on this later). And if they wont we need to ask why? If not we simply assume we have a prospect and waste time on them. Worse still we dont look for new prospects because we falsely think we have enough.
Who is a ProspectThrow the Ball - To learn more about this author, visit Don Mersereau's Website.
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