Your Personal Sales Trainer

YOU can prospect effectively: part one.

This week, I want you to think about prospecting effectively. Here are the first five of ten principles that will help.

What does it mean to prospect effectively?

It means thinking about prospecting all the time.
It means keeping a positive attitude.
It means thinking, “NEXT!”
It means becoming a master.
It means maintaining a driving purpose.

Prospecting all the time
Obtaining new people to see is the lifeblood of direct selling. It is important for you to be thinking about your prospecting efforts and effectiveness at all times.

Keeping a positive attitude
Develop a positive attitude about prospecting. When it is something you want to do, rather than something you feel you have to do, you will be more willing to do it and will do it more effectively.

Thinking “NEXT!”
Regardless of the results you get at any door, on any call, or in any situation—even if it is less than receptive—you must think, “NEXT!” This mentality says, “It was not this call, but it will be the NEXT one or the NEXT one...”

Becoming the master
Becoming a master of prospecting should be at the top of your list of skills to acquire. If you fail to master this skill, you may never get the opportunity to use your other skills.

Driving toward purpose
Purpose drives prospecting. Purpose gives you the power to prospect. Clearly define why you are prospecting, and you will find empowerment. You are on a mission to tell your product/service’s story, and by doing this effectively, you are building on your future.

Remember what others have said about prospecting:

Sales are contingent upon the attitude of the salesman—not the attitude of the prospect.

W. Clement Stone

I have learned, that if one advances confidently in the direction of his dreams, and endeavors to live the life he has imagined, he will meet with a success unexpected in common hours.

Henry David Thoreau