TMSC - 8/4

Dear Colleague,

Few salespeople actually enjoy prospecting because no one likes to feel rejected. But most do not know that each call, no matter the result, pays dividends.

- Ron

Are Some Prospecting Calls

Just a Waste Of Time?

Problem: Jenny came to sales training class one morning last week and asked the class to evaluate what had gone wrong on a sales call she made the week before. Frustrated that she had spent 45 minutes on the call, with no results, she explained the call in detail. After a short Q & A, it was determined that the "suspect" was not a good prospect after all. Jenny reluctantly agreed and said that this happened more than she liked and lamented that "some prospecting calls are just a waste of time". Jenny admitted that her prospecting activity had declined in recent months, and that she was no longer the leading salesperson in her region.

Reason: Depending on the business you're in, many prospecting calls lead to a dead end. Unfortunately this perceived "failure" can lead to the "non-supportive belief" that prospecting efforts are a waste of time. It doesn't take long before that "non-supportive belief" starts to affect the salesperson's attitude. What becomes perceived as a "reality" can become a "self-fulfilling prophecy." Eventually, the prospecting activity slowly starts to decline and so do sales results.

The Novation Selling Solution: Don't permit "unsuccessful" prospecting calls to affect your attitude about one of the most important functions in selling. Nobody bats a thousand, and in selling, it is the number of attempts that matters. Every single prospecting call pays dividends. Keep track of the number of prospecting calls made and divide it into your income. You will find that every call was worth at least ten or twenty dollars. Once you understand that you are actually "getting paid" for each call, you'll be inclined to make more calls. Remember, every time you dial the phone or knock on a door to make a cold call, you make an investment in your success. Every call pays dividends. Now go do some prospecting!

Good Selling!
Ron Silver

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