The big reason salespeople are not successful is their inability to prospect. When you prospect effectively, it’s amazing how smoothly your entire sales process goes.
Prospect right and you’ll close right. It’s really quite simple.
Each week I field inquires from companies and salespeople on this issue, and almost universally the missing link is a process they can implement day in and day out. The excuses I hear are all over the place, from the story that would fit well in a Steven King novel to the more routine excuse of simply not doing it.
Regardless of the excuse, it’s just that an excuse, and you can’t eat excuses or feed your children with them. Excuses are what people create as a way to escape reality.
For the next several weeks, I’m gong to be digging into this issue of prospecting, and along the way, I will be providing you with some great tools. If
