A
true picture of waste and lack of direction is the salesperson
who begins the workday with honest intentions, but with
no idea who to contact to make a sale or presentation.
Unless
you form the habit of prospecting...
Unless
you develop and sharpen that habit into an obsession...
Your
day's work will be aimless,
And,
you will accomplish nothing.
No
sales will be made unless they are lined up in advance.
Successful sales come about only when you see enough of
the right people...at the right time...and under the right
conditions. I've said it countless times before, and I'll
say it again:
The
name of the game is prospecting!
It's
a fact of life that can neither be rationalized nor
overlooked: the salesperson who is not prospecting is
not selling!
Not
long ago, a large direct-sales organization conducted
a nationwide survey to determine exactly what part of
the selling process was most difficult for sales people...
- THREE
PERCENT of the sales people polled said the approach
was most difficult.
- SIX
PERCENT said representation was the hardest.
- TEN
PERCENT experienced the most difficulty with closing...
- BUT,
FORTY-NINE PERCENT were honest enough to admit
that prospecting was the most difficult phase to master.
Do
you know what that means?
It
means that no matter how skilled or successful you are
now, you can be beaten by anyone who masters the art
of prospecting.
It
is IMPERATIVE that you develop a consistent and
ongoing system of prospecting. This is not something
that you just do on Monday. It is something you
do at least six days a week until you develop:
a
prospecting AWARENESS,
a
prospecting CONSCIOUSNESS,
a
prospecting ATTITUDE, and
a
prospecting HABIT.
Set
a goal to not conclude a sale until you have at least
four to eight referrals from the new client.
There
are two kinds of people in the world: those who KNOW
and those who DON'T KNOW.
Who
do you know in every area that can be a resource or
piece of your network that can lead you to a prospect?
The daily habit of prospecting will add to your system,
will add to your sales expertise, and more importantly,
will add to your enthusiasm and increase your effectiveness
in every area of marketing.
The
foundation of all successful sales people is prospecting.
I
became quite famous years ago for developing a prospecting
system in the marketing organizations I headed. One
of my favorite lines (which has been quoted thousands
of times) is: I would rather be a master prospector
than the wizard of speech and have no one to tell my
story to.
Your
prospecting consciousness is the KEY to your
business, the SOURCE of your sales achievements,
and the BEGINNING of each successful day.
Prospecting
is to successful selling as breathing is to living.
The
SUCCESSFUL SALESPERSON must prospect all the time -
every day, every hour, every minute - in order to survive
and to win!
In
successful selling,
The
name of the game IS PROSPECTING!!
You
can receive more information about Paul J. Meyer
and save 20-40% on his products at www.yoursuccessstore.com. Paul
J. Meyer Copyright © 1999 Paul J. Meyer ALL RIGHTS
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