Remember, it is only the Behaviors that count!©

When it comes to actually getting out and opening new business, Prospecting is the only way to do it.

Marketing lets people know what you do, generally, but you have to actually have Prospecting skills in order to advance people to "potential customers." Then you need selling skills to actually convert them into customers.

I hope we all agree with these steps and the order in which they fall. You must Prospect before you can sell.

Therefore, when you want to grow your business, if you are a sales manager or simply a hard working sales professional you first focus on doing one thing – Prospecting behaviors.

Ideas, skills, abilities, wants, desires, intentions, and everything else you can think about are nice, but irrelevant. It is only the behaviors that count.

If your sales team is out their Prospecting effectively while in the field, then you will have the growth you need. If not, you won't. It is that simple.

Let's be sure we are clear in our terminology. Prospecting is "talking to someone you haven't talked to before with the intent of making them a customer." That means that you are NOT talking to someone you have spoken to before. If you are that is called "follow up."

The only other thing you must assure is that your Prospecting skills are sharp. That means having a formal Prospecting program you are implementing. Know the words to say, know and make your number of Prospecting calls per week, track it, and be sure to have a complete follow up system.

All that is needed after that is Doing it. So here we are at Behaviors again. It is the behaviors that count, nothing else.

In everything you want to accomplish, you must know the behaviors that lead to that goal and then do those. Not other things.

In our society, weight loss is the single most discussed goal. And it is actually really simple to do, if you do the behaviors that are required. The killer is that people talk about weight loss, but when you watch them, they aren't behaving with the intent of losing weight.

Wanting to or thinking about something is NOT Doing it!!!! Only actually Doing it is.

So if you want to grow your business, increase you number of customers, or simply make more money, then just do the behaviors that lead to that goal. It will more often than not start with Prospecting.

Remember, it is only the Behaviors that count.

Sell Well and Often, Bill PS I know that selling skills are important. I didn't focus on these since most companies spend a ton of money on selling skills training while never providing any Prospecting training.

Bill Truax Bill@blitzcall.com

© Copyright 2008 WJ Truax

Remember, it is only the Behaviors that count!© - To learn more about this author, visit Bill Truax's Website.

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