Tuesday, 29 August
Today's Topic
Prospecting

Skill + Do

Prospecting is about energy. Immense energy is needed to get started, but the energy produced by prospecting is limitless. Harnessing the energy needed to get started is easier than you think.

Good prospecting starts with a good attitude; it only helps by repeating phrases like, "I can do this, I WILL do this." But it doesn’t get real until you start the DOing.

The sellers who continually hang out in the TOP 10% will tell you that prospecting perseverance is the number one skill needed to succeed in sales. (Objection handling is a close second.)

Ex-sales managers, sellers, and executives have written much about prospecting. But the psychologists offer the best insights into how sellers like you can fight through prospecting aversion.

This has nothing to do with time on the couch, it’s merely appreciating a few truths about behavioral modification. This is not a blame game. The game you should be playing is the change game.

What will you change that commits you to spend more prospecting time?

Like deciding to have a good attitude, deciding whether or not you want to excel at prospecting is just that, a decision. Everything else – tactics, emailing best practices, networking – is just a list of tactics that must be done to reach your goals.

Tomorrow - February 7

"Umm, could you repeat that?"

Today - February 6

Pitch meeting management musts

Selling is a series of "one shot to make a good impression," so you must make the most out of your customer meetings. Even if you’ve seen this client a million times, create a meeting agenda!

Read More

February 5

No, no, no...you LOVE prospecting

Prospecting is about energy. Immense energy is needed to get started, but the energy produced by prospecting is limitless. Harnessing the energy needed to get started is easier than you think.

Read More

February 4

Buyers hold your pipeline truth

You look at some of your opps and know inherently they’re dead. So….cut bait. It’ll clear your head and allow you to focus on closing the opportunities in your pipeline that have a real chance.

Read More

"Your network is your net worth." – Tim Sanders

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