WHAT IS PROSPECTING?

I am a strong  proponent  of the idea that in order to be successful at an occupation, you must enjoy what you do. At a minimum, you spend roughly one-third of your adult life at work. How can you possibly be successful if you do not enjoy what you do?

My experience has been that most salespeople love the sales but could live without the prospecting.  I and others have traced the lack of enthusiasm back to a fear of rejection. This fear can paralyze almost anyone in any profession  or endeavor and often leads to a failure to achieve selling success.

The trick is to alter your perceptions  of prospecting  and rejection. We could offer a number of sophisticated psychological techniques  to help you. I prefer to keep it simple and suggest several fun strategies. You can pick the one that works best for you.

Is the Glass Half-Full or Half-Empty?

Prospecting,  like anything else, can be viewed positively or negatively. In other words, is the glass half-full or is it half-empty? If you believe that the glass is half-empty and choose to focus on the rejection  involved in prospecting, then it’s very easy to see why you might not find prospecting  an enjoyable part of your job.

On the other hand, there are many positive elements  about prospecting. Viewing the glass as half-full will allow you to see prospecting from a completely different, and positive, perspective. Most important, you will be taking your first steps toward becoming ‘‘rejection-proof.’’

Prospecting  is the conversion of a stack of leads into a stack of money through  the effective use of the telephone. While you may believe that this definition  is a bit far-fetched, it is not. As a sales professional,  I firmly believe that your most valuable financial asset, including  your home, your savings accounts, and your investments, is your database and contact list. 

Hence,  cold-call prospecting  is the conversion  of a stack of leads into a stack of money through  the effective use of the telephone.

Get my free eBook: The Art of Prospecting. In it i revealed a very simple but effective way for you to flood your business with the right customers. Really, its very simple to do and your business will be filled with customers and more money for you. Click this link to get it now.