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Keep Prospecting Simple©
Written by: Bill TruaxArticle Overview: Most sales professionals hate to Prospect, but know that Prospecting is their life line to sales growth. I have found that keeping the Prospecting process as simple as possible makes it more likely that your sales team will Prospect more often. Here are the two simple steps I suggest.
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Keep Prospecting Simple©
I conducted a BLITZ CALL Prospecting workshop in Toronto this week for a group of highly experienced sales professionals.
They were a great audience and are already implementing the skills we discussed according to the feed back I am receiving.
One thing I have to remind myself and all the people I train is that Prospecting in the commercial/industrial market place has to be simple. The reason is not surprising. Most of us in sales hate to Prospect. Therefore, if we make Prospecting complicated in any way, there is the excuse we need not to Prospect.
So, when I say simple what do I mean. Ready for this?
Just get Leads and do BLITZ CALLs. That is about as simple as you can get.
In commercial/industrial sales, people don’t buy until after the 3rd call. Therefore, we must make at least 3 calls, this is not rocket science. The initial Prospecting call, the BLITZ CALL, is simply a quick introduction – in and out. It is designed for face to face Prospecting while you are in the field, but is being used via the phone more and more these days.
Never drive by a good Prospect without stopping. That is what the BLITZ CALL is designed for. After that, you implement your selling skills, the Prospecting phase is over.
So there you have it, keep Prospecting simple and you will have more Prospects that you ever thought possible. Now the folks in manufacturing will have to try to keep up with your orders.
Sell Well and Often,
Bill Truax
Bill Truax is President of Trufield Enterprises, Inc. a Cleveland, Ohio based sales consulting firm. View Bill’s products and services or contact him through his website www.BlitzCall.com
© copyright 2007 WJ Truax
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