Prospecting, despite its importance, is often pigeonholed and neglected, as well as misunderstood. It is seen as a last resort, something done when you are in a slump or under pressure from your boss. You might keep an eye open for new leads that present themselves or you might set aside a specific time every week to search for new prospects, but this is not enough.
To prospect properly you must keep your eyes and ears open for those opportunities that do appear before you, but you must also search for new ones. You must qualify your potential prospects, differentiating the good from the bad, the ones that want what you are selling and the ones that are less interested or unwilling to pay for it.
Prospecting is a state of mind and a round-the-clock activity. It is something you are consciously aware of. It is something you actively pursue.
If you are unsure if you possess the prospecting state of mind, here are ten questions you may wish to ask yourself:
1) Do I learn from my mistakes?
2) Do I enjoy the challenge of selling to someone new?
3) Do I stay optimistic even when facing a challenge?
4) Do I have an interest in my prospect’s business?
5) Do I try to find new way s to find new prospects?
6) Do I know my goals?
7) Do I keep my files on my prospects up to date?
8 ) Do I know my strengths?
9) Do I prospect at all times?
10) Do I listen to my prospects?
If you answered no to one or more of the above, don’t worry. Even the best salespeople are all constantly honing their prospecting skills.
This post is based on material originally published in Closing the Deal.
For more information on Closing the Deal, check it out on Amazon.
(Burghgraef, Richard. Closing the Deal: Hot Sales Strategies that Make Money. Encouragement Press. Illinois: Chicago. 2007)
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