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Prospecting Sales, How does it Work?
If you are in the online business industry, MLM, home based business or direct sales; prospecting is a huge part of your business. Knowing when to prospect, when to judge your results, the art of follow-up, which prospect to pursue are all very important in order to experience success. In this article I will provide you with some tips and tricks on how you should prospect.
How not to make a prospecting call
I've been selling for more than 20 years and have learnt many things by trial and error, common sense and staying aware of market conditions and how customers like to buy. There is no shortage of information out there about prospecting, sales, etc. However, I am still amazed at how people don't know how to prospect successfully, given the plethora of calls we receive at home in the evenings, with very much similar outcomes to my experience. So why do many businesses still get this part so wrong?
If It Doesn’t Hurt, I Must Be Doing It Wrong
Are your prospects hanging up on you? Saying they’re “not interested,” they “have a vendor” or “send me some information we’ll call if we need you?” Does prospecting hurt?

The 2 Biggest Mistakes Salespeople Make And How to Avoid Making Them
If you've been a sales representative for less than 18 months, you're probably making mistakes you don't know you're making. This article features the 2 biggest mistakes most salespeople make.

Other prospecting sales Related Articles

Sales Management, Prospecting, and a Sense of Urgency©
Prospecting is critical for growth and survival of just about every company that sells a product or service. The person most responsible for overall sales team prospecting performance is the Sales Management team. However, in my experience they just don't have a sense of urgency when it comes to performing their role with respect to Prospecting.
Sales Prospecting
Sales prospecting is very often a salesman's least favorite part of his work as a salesman. I have found this to be the case about the same number of times I have found that the salesman hasn't had sufficient training in how to prospect effectively, and so hasn't been having a lot of prospecting successes. To the degree that the salesman doesn't know how to go about prospecting, and ends up with losses instead of successes, sales prospecting can be a mighty discouraging activity. I have conversely discovered that the more one's ability and successful experiences in sales prospecting grow, the more enjoyable an activity it becomes, and the more willing a salesman is to do it.

Sales Prospecting Is a Dirty Business (or Why a Clean Desk Is Not a Good Sign)
Prospecting is the foundation of sales. Just like digging a foundation when you build is dirty but necessary, so is prospecting. Without a good foundation your house can crumble. Without prospecting your sales business can also come down around you.
Prospecting it is simple only DOING counts
Prospecting may be the most important step in the selling process since it allows all the others. Without Prospecting we can't use our selling skils, order entry skills, or service skills, since we won't have anyone for whom to demonstrate them. However, most sales professionals have weak Prospecting skills. They simply need a Prospecting System. Once they have one, they are set for life.

What is the Most Important Selling Technique?©
Companies spend thousands of dollars on sales skills training and virtually nothing on Prospecting training. Yet what is the only skill that puts a sales person in a position to use all those other selling skils? Prospecting. Most sales professionals will never have a formal Prospecting training in their entire career.
Two spectacular sales ideas©
Field Sales Prospecting is an art that everyone can learn, but few ever really try. Yet it must be the most important of the sales skills since it gets the sales professional in a position to actually use all their other sales skills! Here are two ways to assure that your Prospecting System actually sees the light of day, so you can reap the rewards of your efforts.
Don't just sit there, phone someone!
Many sales people dislike prospecting. For some that is face to face prospecting and for others it is prospecting on the telephone. I've identified the factors that make the difference between a successful prospector and a sales person who hate prospecting. Prospecting is a skill. Once you develop these skills, prospecting is easy.
Exceptional Prospectors
Over the past 14 years, my team has conducted thousands of psychological assessments and interviews with both managers and salespeople about their prospecting and sales behaviours. Our research has consistently revealed that salespeople often experience their greatest difficulties, dissatisfaction, and anxiety at the prospecting stage of the sales cycle. Meanwhile, Sales Managers repeatedly express their frustration that they cannot find salespeople who are competent, confident, and motivated to prospect for new business. Prospecting requires sales people to establish contact with people who might buy your products or services. Whether it is phone, face-to-face or group prospecting, inbound or outbound, nothing gets sold until you get in front of and/or talk to potential buyers.
Sales Prospecting for Sales Results
Are you, as a sales or business professional, getting the results you are looking for from you sales prospecting strategies and techniques? Do you have a sales prospecting strategy in place? Do you follow a sales prospecting system or sales prospecting process? If you answered yes to any of the above questions, you are probably considered a successful sales professional. If not, then allow me to share some sales strategies on sales prospecting with you from the internationally proven ABC, 123 Sales Results System, a non-traditional sales process.

Create a Prospecting Tracking Process
Executive Summary: Adhering to processes creates consistent results. Sales leaders who regularly track the prospecting efforts of their sales reps see better, more consistent results. Making prospecting a company objective, and rewarding the efforts of sales reps who prospect effectively on a consistent basis, will embed prospecting into the culture of the sales organization.
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