Sales Prospecting
Tips
Most salespeople twitch at the very mention of sales prospecting,
telemarketing or canvassing.
They expect others to obtain the appointments,
whilst they are paid purely to close the sales.
It's fair enough to say
that sellers are paid to close sales, but there is
one inescapable fact which says that sellers ought to prospect for leads, as well as handle the
sales presentation and
closing.
The fact is that the top closers in direct selling are also
the top canvassers!
Practising on
appointments can be costly. Practising on "obtaining
appointments" is FREE.
If you're
telemarketing, what's the worst that can happen? The other
party puts the phone down on you.
If you're canvassing
face-to-face, then the other party can walk away or close
the door.
Not exactly the end of
the world!
So, we suffer a little rejection. A slight dent
in our pride. But long term, that's a great thing!
Let me explain why. If
you're used to getting "Yes, yes, yes" and suddenly up pops
a "No" - it hurts. It goes against the grain. You're
sensitive to it and you're wounded.
But, if you accept that you will get a percentage
of "No's", then the word has zero impact on
you. You are "rejection proof".
So, when you get a "No"
in your sales presentation, you are prepared and, therefore, equipped to transform the negative into a positive selling situation.
Sales prospecting is a
sellers friend - use it daily to sharpen your selling
technique.
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