Rrrrrrrr

When we consider all the things we have to do in our sales
careers, taking on the “chore” of Prospecting on a regular basis
digs up a lot of bad feelings in the minds of most of us.

Probably the first thing most of you think about is the nuisance
of having to add another activity to your workload. Plus, of all
the things to have to do, Prospecting to most sales people is
about as much fun as a root canal, anesthesia or not.

But, Prospecting is the life blood for all of us, so we should
do it on a regular basis.

When we teach our BLITZ CALL® System for Prospecting, we cover
everything from the words to say to the follow up methods. If
you are the least bit reluctant to prospect, our training might
give you all of the excuses you need to NOT begin a regular
system of Prospecting.

Therefore, we have an idea for those of you who will never
participate in one of our workshops or study our Prospecting
System, but still need to Prospect. And that is, simply do the
next step to get started. Don’t worry about the ending, just
begin.

In most cases this requires you to have just two sets of
information. The first is a prepared, reliable, rehearsed, and
repeatable initial Prospecting statement that you can use every
time you make a Prospecting call either in person or on the
phone.

Yes, I mean memorized, known well, and able to be presented
honestly. You know, like Charlton Heston would do it. Well
rehearsed, worded perfectly and a statement that makes sense.

I have been in the field with a lot of veteran sales
professionals and their attempts at Prospecting were terrible.
Yet when we initially talked about a prepared statement they
were emphatically against memorizing. So they prospected
extemporaneously. You can almost always expect off the cuff
Prospecting to be weak.

That is probably why Charlton Heston makes millions, all of his
mistakes are corrected before he gets in front of the
“Prospects.” Too often sales people practice on the Prospects,
we don’t recommend that.

The cycle is almost always the same. Extemporaneous Prospecting
usually isn’t very pleasant, so you don’t feel good Prospecting,
which creates negative feelings about Prospecting, so you avoid
it whenever possible.

The second thing you need to have is a list of Prospects to call
on or a territory to go after. It sure would be sad to prepare
and rehearse great wording and then have no where to use it. So
find your Prospects and go after them.

When you think about it, all you can ever do in any endeavor is
the next thing. It is amazing what you can accomplish slowly and
methodically like this.

Relating this to my triathlon adventures, I seem to be doing
just the next thing all the time. This is a much larger project
than I imagined. Simply learning how to prepare and then
participate in these events is a challenge. For example,
swimming in a mass is something I had never done before. The
first couple of times I swam at the pace of faster swimmers got
into oxygen debt and suffered throughout the race. I was
worrying about the end not how I would get there.

I didn’t use the wisdom of others. But I really want to do these
things, so I will just do the next thing necessary and learn to
perform at my own level of development.

You can do the same thing with your Prospecting. Don’t try to
perform at anyone else’s pace, do it at your own. But you really
have to DO it.

After you have started, you will need to develop a follow up
system because you will create a lot of activities, a tracking
system, and also determine how many times you should Prospect
per week. But that is getting ahead of our premise.

You see starting the Prospecting process is really pretty
simple, just do the next thing, don’t worry about the end now.

Sell Well and Often

Bill Truax

Bill@BlitzCall.com

© Copyright 2006 WJ Truax