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Prospecting's 8 Simple Steps©

Written by: Bill Truax

Article Overview: Prospecting is the most important selling skill. It is the only selling skill that puts you in a position to use all your other selling skills. Here is all you need to do to get Prospecting working for you.

Free Download - Some sales managers are Idiots By Bill Truax
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Prospecting's 8 Simple Steps©

The economy is "iffy" at the moment and may be heading into a full fledged recession. That means that we sales professionals need to get out and shake the bushes. That is Prospect.

Here are 8 simple steps to kick that process into gear.

First, actually decide that you need to Prospect and are going to do it!

Second, select the formats to use. Tele-Prospecting and Face to Face Prospecting. I don't think there are any other options. In order to have a complete Prospecting program, you will need to do both!

Third, follow the 3 P's formula that I have promoted for years - Prepare, Practice, and then Persist.

Fourth, determine how often you will need to actually Prospect per week. You can use our Statistical "Prospecting" Control formula.

Fifth, BEGIN NOW!

Sixth, use some form of tracking to be sure you are actually doing the quantity of Prospecting you determined you need to do.

Seventh, be sure you have a good Follow up system since you don't sell on Prospecting calls, so Follow up is essential.

And eighth, simply keep at it.

There it is, not too difficult. So get going and make 2008 your biggest year for new customers.

Sell Well and Often

Bill Truax

© Copyright 2008 WJ Truax

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Home > Sales > Bill Truax > Prospectings 8 Simple Steps
Article Tags: bushes, control formula, economy, recession, sales professionals, simple steps, tele, wj

About the Author: Bill Truax
RSS for Bill's articles - Visit Bill's website

Bill Truax is a Cleveland, Oh based speaker and consultant. He specializes in two skill bases. First, Goal setting and achievement motivational presentations. Second, Prospecting and making cold calls in the commercial/industrial market place. He has been involved in sales, sales training and consulting since 1972 and has trained thousands of people in the skills of goal achievement. Bill has written 4 books on Prospecting as well as skill based training programs on public speaking and manners, courtesy, and etiquette for the business professional. He has written dozens of articles on Goal setting and achievement and Prospecting Take aways from Bill's programs are the skills and abilities to set and achieve all your goals, increase your sales, acquire more prospects and customers, dramatically increase time efficiency and have a lot more fun on the job. visit www.blitzcall.com

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More from Bill Truax
The Secret Weapon for Sales Coaching
Sales Management and Leadership They arent the same
The Threat of Recession and The Field Sales Professional
Field Sales Prospecting just do it
Prospecting Time really is money


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