National Sales Center

Sales Prospecting With Dignity

Sales prospecting, for many reps, ranks below a trip to the dentist in terms of fun activities. Who wants to spend a day calling people and begging for appointments? There’s no dignity in that so let’s change it with some advice about sales prospecting the right way.

Right Attitude About Sales Prospecting

Sales prospecting becomes more productive when reps develop the right attitude about it. Instead of looking for appointments, look for people that need your help. Your product solves problems that business in your territory deal with every day. You know how to solve those problems with your product or service. Sales prospecting is about finding people that need to learn from you. You are the expert so get the word out. Show them how to save money or become more productive.

Sales prospecting is about leveraging what you know and others need to find out. Sales prospecting is not about a product or features. Sales prospecting is about knowledge. Best yet, you provide that knowledge for free. In fact, you’ll even drive out to meet them. The right attitude changes everything about sales prospecting.

Sales Prospecting As A Consultant

Sales prospecting must be focused on solving problems. Salespeople sell, but consultants solve problems. Conduct all your sales prospecting activities as a consultant and you’ll get better sales prospecting results.

Managers go to work every day to face and solve problems. They don’t go to work to meet salespeople anxious to sell them something. Sales prospecting is about letting those managers know that you are there to help them. Who can turn down free advice? Sales prospecting is about advice and not about a product or service.

Successful Sales Prospecting

Too many Sales Managers drive sales activity just for the sake of increasing activity. For that reason, salespeople go on any old appointment, qualified or not. That’s not going to put any money in the bank. Successful sales prospecting is about finding qualified prospects. You only want to meet with the people that have the problem you can solve with your product or service. That’s how to generate sales prospecting success.

I hope you’ll remember these points about sales prospecting. Look for people that have a problem and then offer them free advice about solving that problem. Once you take that approach, you’ll enjoy more sales prospecting success.

Make it a great day!

Nick Moreno

Tags: Sales Prospecting