Prospecting and filling the top of the funnel are often the most challenging disciplines for sales people. Many companies struggle with that concept and what’s important to keep in mind is that everybody can be successful at it as long as you adhere to a process.
Help is here! Below is the link to my latest book, Naked Prospecting.
Personality helps, but process drives results
There is a common misconception in sales that sales people should be charismatic and charming. While a good personality never hurts, it’s not the secret ingredient to a successful sales career. Quite contrary; some sales people tend to talk themselves out of a sale, rattling off features and benefits as opposed to leading with value. Naked Prospecting is a “how to” book about the toughest part in the sales process. Prospecting!
Fear and resistance often play a big role. If you follow the process outlined in the book, you will be able to overcome “angst” and anguish that so often keeps sales people from being successful. Sales is a process and only those who are diligent, persistent and focused will succeed. If you follow the process outlined in the book, you will be able to overcome the fear of rejection that so often keeps sales people from making headway.
Persistence is key
The most important aspect of successfully building and maintaining a full pipeline is persistence. It’s not about making one call or sending out a couple of emails. It’s about
- Identifying your prospect universe
- Finding the right decision makers
- Crafting messages that focus on the value of your service/product
- Not being discouraged by rejection
I can promise you that you will be able to see results in a couple of weeks. Be patient, work the process and prosper. Good luck!Tags: prospecting