Eight keys to successful prospecting

Eight keys to successful prospecting
By Carleadbest


Johnny Appleseed had the right idea. Everywhere he went, he scattered apple seeds all around him. He knew that some seeds would take root and grow, bur many would not. Yet that didn't discourage him. In fact, it gave him incentive to sow more apple seeds, knowing that more would take root and eventually the whole country would enjoy the fruits of his labor.

Prospecting is based on the Johnny Appleseed principle. If you are prospecting all the time, you chances of reaping rewards are greater. There are eight keys to successful prospecting:

1. Always be prospecting

Plant so many seeds that you don't have to worry about each individual sale. You have much more confident when you know that if one sale falls through, another will sprout in its place. Constant prospecting gives you the experience needed to gain confident.

2. Qualify your prospecting activity.

Target key customers who have the greatest ability to buy your product or service.

3. Build relationship.

Treat prospects as if they are already your best customers.

4. Understand that rejection comes with the territory

Nobody likes rejection, but there is one basic truth in selling: If you are not getting a lot of rejections, you are not working hard enough.

5. Learn from your mistakes.

You're bound to make some along the way- ask yourself what you can do differently next time.

6. Believe 100% in your product or service.

If you believe that your product or service can help people solve their problems and make their lives a little easier, then you'll want to be out there selling all the time.

7. Keep an organized list of who to call.

Use research, networking and referrels to increase your chances of success.

8. Don't be afraid to move on.

Make sure you're not wasting your time with people who are stalling or leading you on. If you have enough other activity, you don't need 'going -nowhere" accounts.

Successful selling is not nine to five job. Top sales people are prospecting all the time. The more you put in your sales career, the more you get out of it.