What do you think of when you hear the word “prospecting?” Many people, including seasoned sales people, cringe when they hear that dreaded “p” word. But, do you ever consider how prospecting impacts your business? Prospecting is much more than just cold calling, and is actually an extremely important part of the sales process for developing the pipeline of potential customers. So why exactly is prospecting so daunting for most people? The answer to that most likely lies within yourself. Let’s explore three skills sales people should work on daily when prospecting:
To be successful at anything, you have to practice and be consistent at it. What are you good at doing? Did you master it overnight? Except for a unique few, probably not. Winston Churchill once said, “Success consists of going from failure to failure without loss of enthusiasm.” It is possible to be good at something you don’t necessarily like, but with self-discipline you will find that as you get better, you will begin to dislike it less. It is a no brainer that prospecting brings new clients to your business, so it's a business survival skill and activity you can't skip. When you already have clients, some people tend to ignore prospecting, so reframe the prospecting survival skills into a disciplined approach to your prospecting activities will ensure a steady flow of new customers and clients.
Our personal beliefs and self-doubt can hinder us from our successes in more ways than we may realize. Head trash can keep us from reaching our goals and reduce our determination. If you walk into your office with the belief you are going to fail at prospecting today, you will inevitably fail at prospecting. Take out that head trash and walk into your office with a positive mindset! You may be pleasantly surprised at how far you can go when you are not lugging around all that “head trash.” If you need a positive reminder of your strengths, circle back to the results of your DISC profile.
Take the time to learn who you are selling to. If you consider the different DISC styles of individuals and their top fears, you’ll understand why the person on the other end of your call is instantly resistant. People don’t do business with people they don’t trust. So, how do you build rapport quickly, especially over the phone? It is easiest to relate to people like you. Consider asking open-ended questions and listen for clues to what their DISC style might be, such as the pace in which they speak, how detailed or direct their responses are, whether they ask more than tell, or if their responses include people versus things. Also, take the time to learn about the company they work for. A little bit of research in advance will save you some potential embarrassment or regret later.
Keeping these three things in mind and working on them daily will pay off as you become acquainted with your prospecting process. If prospecting is still a challenge, check out the Prospecting Success! course by PeopleKeys for great insight to filling your sales pipeline successfully.
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