Feedback Form
Home Features Mastermind Videos About Advertise Blog Network Contact
   

Have A Suggestion?
Toronto Salsa Classes / Toronto Salsa Lessons Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!
Have A Suggestion?

Featured Ebook


ebook Famous Entrepreneurs - Modern Empire Builders


Featured Ebook

More Evan Carmichael
Have A Suggestion?


Sales Lessons From Starbucks And Dell

Who is a Prospect?-Throw the Ball



Who is a Prospect?-Throw the Ball
   

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. That’s 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 don’t throw it back. That’s it. Now the question is what is different about the last time? Obviously the ball didn’t 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 won’t we need to ask “why?” If not we simply assume we have a prospect and waste time on them. Worse still we don’t look for new prospects because we falsely think we have enough.



Who is a Prospect?-Throw the Ball - To learn more about this author, visit Don Mersereau's Website.

Like this article? Share it with your friends
[Get Copyright Permissions] E-Mail | Print | More  


Related Articles Related Articles
Who is a Prospect?-Throw the Ball
  Everyone has a different definition of a Prospect. Most of whom I would call Suspects at best!
Making it Easier for Your Salespeople to Succeed
  This baseball story is a good example of how to change things so that salespeople who are struggling can enjoy greater success.
The Magic of Marketing
  A research team from Durham University and the University of British Columbia is investigating magic tricks to further understand how people's minds work. The key magician's techniques that the team investigated...
Spontaneity
  In his inspiring book Be A People Person, John Maxwell tells a true story about an important game of rugby that took place between two English schools. During the closing minutes of the contest, a boy more gifted wi...
Rule of 3 not 2 not 4
  When arranging flowers, balloon bouquets, or business presentations, do you use the rule of three?

Related Forum Posts Related Forum Posts
Quirky Jobs Quirky Jobs

Related Forum Posts Related Businesses - Evan Elite Authors

The Evan Elite Authors program is currently in beta phase. For details please contact us.


 
About the Author


Don Mersereau
(Visit Don's Website)
Don Mersereau is an expert sales training consultant who has over 30 years of experience. In the last 3 years alone Don has worked with clients in 5 countries and 23 US States. No wonder his business is booming! Your company can naturally benefit from his wisdom and his experience. Mr Mersereau continues to work with clients from all over the world coming from various industries. If you or your sales team are beginning to plateau or just can't seem to shake bad habits, give us a call. DEI Ottawa wants to help you stay ahead of competition with highly efficient selling techniques taught by experienced sales training consultants. See how efficient sales techniques can increase your company’s productivity! Visit us on line at www. powerfulsalestraining.com or call toll free at 1866-434-1492
Have A Suggestion?

View Author's Blog
Become An Author

View Author's Video
Become An Author

Free Downloads


Don Mersereau's

Complete
List Of
Sales
Articles

First Name
Last Name
Email
 
If you enjoyed this article, get Don Mersereau's Complete List of Sales Articles For FREE!

More Don Mersereau
The Four Steps to an Effective Cold Call
How to Ask for an Appointment
Happy Stories
How to Get More Referrals
More on Ratios A Real Life Example
Be Proud to be in Sales
The Rule Of Thirds
Another Interesting Number
Who is a ProspectThrow the Ball
Why Ratios are so Important
Become An Author