"Actions speak louder than words." "The smallest action is better than the greatest grand intention." We have all heard these sayings for years. Why, because they are actually true. When it comes to Prospecting and Making Cold Calls, it is particularly true. I have been training field sales people in this skill for over 25 years. It is actually very simple and easy to learn and to do. It simply involves learning to say 6 or 7 sentences and then saying them to Prospects in your marketplace. That's all. Why, then, are so many sales people not growing their territories and customer base? Simple, they aren't Doing it. Once you know the right way to Prospect, you actually have to DO IT. Nike got the idea early on, nothing happens until something is done. So we in sales have to get out and make those Prospecting calls in order to grow our business. Why don't people DO the Prospecting? The only hesitations I have found in starting the Prospecting process is fear. Some call it fear of rejection, others a discomfort, others just don't like disturbing people. What it really turns out to be is the lack of a System for Prospecting. We have systems for everything else we do. We all have a Sales Skill system, an order entry system, an expense reporting system. That is one of the reasons we came up with our BLITZ CALL Prospecting System. Whether you use our system or someone else's, you need a system for Prospecting just like everything else you do. Once you have that in place you will Prospect on a regular basis which will grow your business and prevent the crisis situations you have had when business was down and you had no one in the pipeline. Yes, Prospecting is simply another system to add to our skill base so our lives can be more orderly. And remember with Prospecting - it is simple, only DOING counts. Sell Well and Often, Bill Truax Copyright 2006 WJ Truax |
