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Two spectacular sales ideas©

Written by: Bill Truax

Article Overview: Field Sales Prospecting is an art that everyone can learn, but few ever really try. Yet it must be the most important of the sales skills since it gets the sales professional in a position to actually use all their other sales skills! Here are two ways to assure that your Prospecting System actually sees the light of day, so you can reap the rewards of your efforts.

Two spectacular sales ideas©

These sales ideas are focused on the Field Sales Professional, not folks sitting on the phones.

The first spectacular sales idea is to acquire and then learn a complete Prospecting System. Don’t get a couple books, don’t just buy some CDs, don’t sit around the office with your peers and discuss each other’s ideas regarding Prospecting.

Acquire a Prospecting system!

Before you acquire a Prospecting system be sure you understand how it is designed and what it is supposed to do. Make sure that these objectives are in line with your goals, if they are not you will simply put the materials on a shelf and never use them. That would put you back to square one; we don’t want you to be there.

Once you have found a system that is compatible with your goals, study it diligently. Studying is not learning!

Once you have studied, then learning the system is the next step.

By learning I mean you must be able to actually implement all the skill bases the system requires. For most of us your system must include wording, prospecting volume, tracking and follow up. [prospecting volume is simply the number of Prospecting calls you will need to make every week.]

This learning process takes some time, just like all good sales ideas. Nothing seems to start off easy in selling, but Prospecting should soon become easy.

Say the words out loud over and over until you can say them without thinking. This will give you the ability to speak well while paying attention to the Prospect and their body language. If you must focus on your wording, you will miss a lot of unspoken responses from the Prospect – that is a bad idea.

Be sure to learn the wording before you start Prospecting, practicing on Prospects is also a bad idea!

Have all the elements of your Prospecting system ready to go when you start. If you don’t you will begin to miss important information. I assure, no matter how brilliant you are, you won’t remember all the details, so keep good written records.

The second spectacular sales idea is to implement your Prospecting program. Get this system up and running as soon as you can. And then keep it running.

As a Prospecting coach, I see all kinds of implementation actions. Most of them don’t get very far. When a salesperson doesn’t do the upfront work, they usually quit before they can get any results.

The salespeople who are most successful are the ones who are well prepared when they begin.

They know their wording cold! They know the number of Prospecting calls they need to make per week and they are making them. They are tracking their activities and following up in a timely manner.

And they are growing their business easily.

So the two spectacular sales ideas are acquire and learn a Prospecting System and then implement it.

Sell Well and Often,

Bill Truax
Bill@BlitzCall.com

© copyright 2007 WJ Truax

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Article Tags: bad idea, body language, couple books, elements, important information, paying attention, peers, prospects, sales idea, sales ideas



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