Prospecting for new sales in 2018!
The game of prospecting is the reason why most do not choose to even attempt Sales.
The idea of chasing, hounding, hunting and cold calling is no 'ideal' job.
With such negative spotlight, it is no shock that most Sales Reps choose to avoid the idea of cold calling and instead either way for leads to fall in their lap or they attempt to Cold Call, only to be discouraged after the first few attempts before making an excuse and giving up.
I believe prospecting, whether by email or phone is only a challenge if you go at it blind.
Allow me to explain.
If my target audience were of the ages 25 thru 40, I wouldn't "Dial for Dollars" during their most busiest times of the day.
This means, it is most likely that they are working between the hours of 9 thru 6 with a lunch time in between, but most of our clients that can afford the services we sell, need to make money somehow right?
I believe there is a formula to anything and this formula operates within a designed system.
The system is the action while the formula ensures all pieces are working together in harmony.
It’s kind of like an Orchestra.
The system would be the instruments and the formula would be the music notes played by the players.
You see, it is possible to have a system that is filled with players making movements, but with a flawed formula, the Orchestra would not perform.
Now imagine you’re the Conductor, your Pipeline is the Orchestra, support and operations are your players and this formula becomes your map towards creating a pipeline that performs!
I have found that any organization, community, cause and even family has in itself, its own system.
Depending on its formula of actions, the entity will either prevail or fail.
I have applied this thesis to the Sales Origination process.
I’ve broken it down into its main components of Structure, Mindset, Origination and Closing...
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