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
Prospecting's 8 Simple Steps© - To learn more about this author, visit Bill Truax's Website.
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Bill Truax
(Visit Bill's Website)
Bill Truax is a Field Sales Prospecting
trainer living in Cleveland, Oh. He has
created The BLITZ CALL Prospecting System.
He offers a curriculum in the form of a
self learning program called The BLITZ
CALL Prospecting Kit which includes 4
books, 2 CDs and a year of consulting. He
also conducts a variety of skill based
seminars, workshops, and train the trainer
programs. Visit his website at www.BlitzCall.co
m and sign up for his Free
Prospecting Success Tip of the Week.
When not consulting, Bill is an Auxiliary
Deputy Sheriff in Geauga County, Oh
attached to the K-9 unit. Bill's dog,
Gunny, is a wilderness Search and Rescue
and Explosive Detection Dog.
Bill and his wife, Sue, are active members
of the International Churchill Society and
Bill speaks to audiences about the life
and times of Winston Churchill. They have
two sons, Bill Jr. is a Lt.Col. in the US
Marine Corps, Rob is a Sports Medicine
Doctor They have 7 grandchildren.
Bill has been involved in Sales Training,
Consulting, Speaking, and Selling for over
30 years.
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