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Prospecting Success

Written by: Wendy Weiss

Article Overview: I used that same “no matter what” approach to prospecting. I prospected every day. I started out with absolutely no corporate connections.

Prospecting Success

I spent my formative years in ballet class. While other kids went out to play, I went to ballet class. In high school while others attended after-school activities or hung out together, I went to ballet class. By my mid-teens I was taking class five or six times a week or maybe even more. This was a habit that continued till injuries sidelined my professional dancing career.

This habit of taking a ballet class every day was not mine alone. Every dancer, professional or those seeking to become professional, takes class every day. It’s a habit, it’s a reality, it goes with the job. It is impossible to dance professionally without taking class. Even the stars, Barishnykov, for example, take class every day.

In my late teens I had some personal crises that stopped me from going to class everyday. At one of my rare appearances in class, my teacher asked where I had been. I told her what was going on in my life. She said to me, “That’s no reason not to take class. You have to take class everyday, no matter what.”

Sounds harsh doesn’t it? But she was right. Not taking class only gave me something else to feel bad about.

When I started my sales training business, I used that same “no matter what” approach to prospecting. I prospected every day. I started out with absolutely no corporate connections. I was a ballet dancer, I only knew other ballet dancers. I did, however, know how to prospect. On and off for years my “day job” had been telemarketing. I began to prospect the same way I learned to take class, every day, no matter what. Five years later I have a thriving business. Even today I continue to prospect every day, while perhaps not for as many hours. Every day brings some prospecting activity, no matter what.

So how does the busy entrepreneur, busy owner or sales professional find the time to prospect every day no matter what? The answer is simple, put it in your calendar. Schedule time in your calendar every day for prospecting activity. At the scheduled time put aside what you are doing and prospect. Do not take other calls, do not work on other projects, do not allow interruptions. Simply prospect. When the time you have scheduled is over, stop prospecting and go on with your other tasks.

Schedule appointments with yourself to prospect and keep those appointments. We get angry and upset when prospects miss appointments. Ask yourself: Why is it all right to miss an appointment with yourself?

Prospecting success (just like learning to dance) comes over time. In order to keep your sales funnel full you must constantly be on the lookout for leads and prospects. By keeping your funnel full you avoid the boom and bust cycles that so many entrepreneurs and sales professionals experience.
To be successful you must engage in some prospecting activity everyday, no matter what. It’s a habit, it’s a reality, it goes with the job.



© 2005 Wendy Weiss

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Article Tags: ballet class, ballet dancer, ballet dancers



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Prime Means of Selling - Prospecting and Selling aren't the same. Prospecting is finding the few within a target group who are prime candidates for your service. I don't think everyone will agree on what "prime" means but I'd say if the prospects actively want what you're offering and have the ability to pay for what you're offering then they qualify as "prime".
Re: THE SECRET TO SUCCESS IS ALL IN YOUR HEAD...RIGHT NOW!!! - Success = Thinking (Head) + Heart (Feeling / Interest) + Hand (doing/ action). Success - H3 Robert
Re: Success - I study success intently, and would like to share: Here's two excellent and nearly identical success-formulas from a couple of the world's masters. FIRST FORMULA: 1. Passionate Desire 2. Clear, Definite Purpose 3. Committed Decision 4. Take Action In Faith (Bonus Secret Sauce: 5. Repeat Consistently) I made a video about this, but am not allowed to link it yet. Google "Ryze Success Steps" for it. Oh, and this is Napoleon Hill's (Master Of Success Laws)'s Formula. SECOND FORMULA: 1. Passionate Desire 2. Understand It Is Already Done (Faith) 3. Relax & Allow It To Unfold (Go about your life calmly) This one is courtesy of Abraham-Hicks (inspiration for the movie The Secret). Hope that helps!
Success Strategies - How to get the results you want now? Success Strategies and Action Steps I have used are: The Power of Choice Where you are at this present moment, is exactly perfect from the choices you have made. If you want to be somewhere else, you have to decide clearly what that is (your goal/outcome) and create action steps to achieve this. The Power of Focus The book "The Power of Focus" by Jack Canfield, Mark Victor Hansen and Les Hewitt, is one of my treasures in my Entrepreneur Library. If you focus on what you want versus what you do not want, your conscious and sub-conscious mind will direct attention to this. The movie, What the Bleep, Down the Rabbit Hole, explains this in detail about quantum physics and what we create in our lives. The Power of Commitment This is not about commitment to others. The first step is the commitment, your word, you make to yourself. Accountability and responsibility are additional success strategies and ingredients to creating the success, defined by you, that you want. The commitment to others reflects your integrity, your word and the team you work with. Co-workers, clients, yoru family, friends and community. My Success Acronyn in Success Breakthroughs(c) is: S pecific & self-directed U nlimited opportunities & possibilities C reate powerful outcomes C onsistent measureable results E xperience pwoerful transformation S olution and action-oriented S uccessful habits and outcomes Break Through to Powerful LIfestyle & Performance Choices Moira
Re: Books for the Entrepreneur - Here's one of my most recent books The 100 Absolutely Unbreakable Laws of Business Success By Brian Tracy


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