|
|
Like this article? PLEASE +1 it! |  |
|
Field Sales Prospecting, just do it!©
Written by: Bill TruaxArticle Overview: Far too many field salespeople miss a great opportunity to both grow their business and reduce stress. Driving past a Prospect while in the field is a real tragedy. Field Prospecting simply requires a little practice and then it can become the single greatest asset in the field sales professional's skill base.
 |
Free Download - Some sales managers are Idiots By Bill Truax |
Field Sales Prospecting, just do it!©
In my experience, field sales professionals are missing a tremendous opportunity to make their lives a lot easier. The single most important selling skill for any field sales professional is Prospecting. That is the only skill that gets you in front of someone so you can use all your other selling skills!
Imagine if you made 240 Prospecting calls this year. How would that change your life? For most of us, it would make a very, very significant improvement in our sales life.
And it would be ridiculously easy to do, yet most won’t do it.
I am talking about making Field Prospecting calls. Yes, our old style simple to do, face to face Prospecting calls.
Two very important results occur when you perform these calls. Your in the field driving by anyway, why not stop?
First, you do “field intelligence” work on the Prospect company. You see their building, their property, their parking lot, and probably some of their products. You can get a good sense about the company.
Second, in many instances you will talk with the Prospect.
When I am in the field making what I call BLITZ CALLs with a salesperson, we may make 15-20 in one day, primarily because I am teaching the skill and doing all of the calls.
During those calls we will talk to a lot of people in companies. We will learn a lot about each company in a very short amount of time.
And, yes, we do use another selling skill during these calls. That is questioning, so be sure to have some good open end questions ready.
Keep in mind that in commercial/industrial sales people buy after the 3rd call, so keep this initial call brief. I say 4 minutes max, unless the Prospect wants to talk longer. Two 4 minute calls 3 times a week should seamlessly fit into any schedule. Do that for 40 weeks and you have made 240 Prospecting calls in one year.
How many did you make last year? If you made 240 last year, how would this year be different?
Also, know that follow up is essential. If people buy after the 3rd call that means you will have to make at least 3 calls! Dah, I know that is obvious, but most salespeople stop following up after two tries.
Another thought. Since BLITZ CALLs are so easy to make, you may think, “if 6 per week is good, then 18 per week would be fabulous.” Wrong!
If you do too many in a short period of time, you will generate so much activity that your follow up will fall off and you will stop Prospecting. Then when things slow down again, you will have no Prospects to work with so you will do too many again and start the cycle all over.
I instruct my clients to Prospect every week. Do your 4-6-8 every week, whatever number you can comfortably maintain.
Remember, once someone gets into your system, they need follow up and sales nurturing by you. Don’t let them get lost because you have too many other things to do.
Two valuable facts about having a Prospecting System like this is that you have a virtually limitless supply of Prospects in the system and you can drop people with whom it is unpleasant to work. Let your competitors work with them!
So, when it comes to Field Sales Prospecting, just do it!
Sell Well and Often,
Bill Truax
Bill@BlitzCall.com
© Copyright 2007 WJ Truax
Bill Truax is a field prospecting coach based in Cleveland, OH. He sells The BLITZ CALL® Prospecting Kit and other Prospecting materials. All product and contact information is at www.BlitzCall.com
Sales Prospecting is the most important skill©
The Paradox of Sales Training
Prospecting it is simple only DOING counts
The Secret Weapon for Sales Coaching ©
What is the Most Important Selling Technique?©
Article Tags: amount of time, blitz, field intelligence, good sense, instances, intelligence work, old style, parking lot, sales professionals, salesperson, significant improvement
|
About the Author: Bill Truax RSS for Bill's articles - Visit Bill's website  Click here to visit Bill's website   Finding and using your Talent with TIM The Threat of Recession and The Field Sales Professional It is Easier to Increase Sales than to Cut Costs Todays Entrepreneur is First of All a Sales Professional Prospecting Time really is money |
Related Forum Posts
Prime Means of Selling
- Prospecting and Selling aren't the same. Prospecting is finding the few within a target group who are prime candidates for your service. I don't think everyone will agree on what "prime" means but I'd say if the prospects actively want what you're offering and have the ability to pay for what you're offering then they qualify as "prime".
Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Nana excercise
- Nana > answer the following:
1. If you had no chance of failure what would you dream to be your ideal Job or Business?
2. What about this dream excites you?
3. What Field of Study (Major) will get you closer to this dream?
4. What other Field of Study would "compliment" (Minor) your dream to get you closer to it.
REMEMBER: there is no wrong answer.
I'm hoping this exercise will help place you in a program that makes you excited at a "most probable likely" future.
Your answers will help open a dialogue on the forum.
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
Re: My Favorite Book For Entrepreneurs In 2010
- Lead The Field. By Earl Nightingale. I have read the book more than 7 times, since I bought it in 2008
Share this article with your friends. Fund someone's dream.
Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
by: 
Lesson #3: “Tell ‘em quick and tell ‘em often”
Searching for the Stars: How Yang and Filo Took Their Business to New Heights
Salesperson Wimp-Out: I Need Help 
February 2012 Top 100 Leadership Experts to Follow on Twitter
Please Stop Calling it Coaching!
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
10 Reasons Your SBA Loan May Be Declined
Starting A Set of Books
How to Handle the “I Am Not Interested” Objection
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.