A Salesperson Does NOT need to Prospect to be successful!
A Salesperson Does NOT need to Prospect to be successful!
A Salesperson Does NOT need to Prospect to be successful - To learn more about this author, visit Steffi Paskow's Website.
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The title of this article got your attention, didn’t it? If you’re a salesperson you’re probably relieved that you don’t have to prospect anymore because it’s a task that is laborious and you’re hoping there’s a better way to find customers. If you’re an owner, sales manager or Vice President of Sales you’re probably very curious about new ways of finding customers because you’re always trying to find ways to motivate your sales team so they keep prospecting. You spend countless hours and money implementing incentive programs and designing compensation plans so that the prospecting continues to take place. Before I continue I’m hoping once you continue reading this article you will continue reading even if it’s not what you expected. Ok, here’s what you’ve been waiting for., the magic bullet that will replace prospecting. I didn’t mean to take you down a path that would trick you but it was important for me to have you feel the emotion you are now feeling as you anticipate the new way of finding new customers. I don’t mean to burst your bubble either but prospecting is still the key to finding new customers. You have to prospect in order to be a successful salesperson. The thing is prospecting gets a bad rap. Think about how you were feeling when you first started reading this article. If you’re a sales person you were becoming elated with the thought that prospecting is over for you and now you can focus on the fun part of the job. If you’re an owner, sales manager or Vice President you were hoping that your days of pushing and prodding the sales folks so they keep prospecting would be over. The issue is that most people in sales have a poor attitude towards prospecting. How can everyone start looking at prospecting in a positive light? What if a sales person focuses on the fact that as long as they have the right product, the right target audience, has a company that can support the sale and knows how to sell then it’s inevitable that a % of your prospecting will convert to a sale. In time referrals will take over the brunt of the prospecting. For those who were selling before the internet became available will remember the days of calling from the yellow pages, or lists that were purchased from list companies. Researching companies was not about a few clicks of a keyboard from a computer but reading annual reports of companies and/or picking up prospects marketing material so you could understand their business and see if they make a good target. Today we can research prospects in 20 minutes. (If you’re interested in how just e-mail me and I will send you the document for free). One of the first steps I tell sales people is to have an account with Linkedin and before placing any calls see if and how you’re connected to that decision maker. Now that’s how you begin to build a referral business. I’m just scraping the surface when it comes to finding the right prospects so that your prospecting time is reduced and it’s more rewarding. How many groups do you belong to? Choose groups that your prospects would be members so you can find out where they struggle and what they need. It was recently reported that sales folks are reducing their traveling time because of the use of webinars. Why not hold a webinar with your customers and have them bring people (prospects) making it an informational webinar. These are exciting times for sales people because of the many channels of prospecting that are available and right from your computer. Every sales team should brainstorm with each other sharing what’s working because the way we do business today is very different from the past and it will continue to evolve due to social media networking. I’m not even going to begin detailing the value of Twitter or Facebook. Start diving in and enjoying the process of prospecting because it’s more like networking these days then cold calling.
A Salesperson Does NOT need to Prospect to be successful - To learn more about this author, visit Steffi Paskow's Website.
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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Jeff FosterWebBizIdeas.com is a Minneapolis website design company founded to help people start an internet business by providing them with website, business, and internet resources that help foster the growth of successful online businesses and develop innovative Internet business ideas. We specialize in internet consulting & internet marketing. - Visit Jeff Foster's Website |
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Stephanie RobeyStephanie Robey is President and CoFounder of Pivot Positive, LLC - an Internet marketing business focused on helping people start work at home ventures. Previously, she was employed at The Search Agency with over 20 years experience in graphic design and 10 years experience in online marketing. She was responsible for launching the Conversion Path Optimization (CPO) unit where she and her team have conducted hundreds of optimization tests for online companies across multiple verticals. She is a successful entrepreneur having started and sold 2 companies and remains on the board of directors of the third, PhotoSpin.com Stephanie began her career in the direct marketing realm creating and producing direct mail for many of the major cable television companies and directly attributes her understanding of Internet marketing to those early offline experiences. Stephanie is a graduate of San Diego State University with a BFA in Graphic Arts and also holds an Executive MBA from the Graziadio School of Business and Management at Pepperdine University. Read Steph's Blog Meet Steph and Dave Sign up for our Free 7-Day BootCamp: Self Employed & Rich - Visit Stephanie Robey's Website |
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