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.
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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
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