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Sales Techniques for Better Prospecting

You know it's something they have to do yet it just isn't something you look forward to. In reality prospecting should be you're excited about because prospects mean you're one step closer to a sale. But you don't like being told "no" and you're told "no" a lot prospecting the way you do now. You'll find it's easier if you have a system for prospecting. Even with a system you have to commit to implementing it or you're no better off. There is a way you could like prospecting.

In general there are two ways you can approach prospecting, face-to-face or direct response. Face-to-face prospecting involves: networking, cold calling via the telephone, cold calling via knocking on doors, and asking for referrals. When you think about prospecting you usually only ever think of the face-to-face options.

Typically you have the greatest resistance to face-to-face prospecting. Face-to-face prospecting puts you in the position of being told "no" directly, and that "no" feels very personal. This happens to you because you don't know how to communicate the value of what you do. Another approach to prospecting is direct response prospecting. Even though you'll still get a "no" when the other party isn't ready to buy it won't feel personal. Plus there are ways to make a connection with the "no" so it becomes a "yes" later.

To increase your prospecting success you have to have something that the people you want to work with want. One of the best ways to do this is to provide education based opportunities. Unfortunately, more people do this wrong than right.

Think about giving first. There can be great value in giving information that isn't directly related to what you offer, but that you know they want. You increase your value just by serving as the connecting point between what they want and how to get it.

Prospecting is about filtering out the people who aren't right for you and identifying the people who are right for you. Unless you want to work really hard let go of that "I can help everyone mentality". T get business you have to prospect, and if you have to prospect you need to learn how to do it right, and when you do you won't hate prospecting anymore.

Article Source: http://www.uberarticles.com/articles

Author: Cheryl Clausen can help you get unstuck. Look here to see how your Sales Skills measure up. Could you succeed faster if you just had more time? Enhance your Time Management Skills, check this out. Don't reprint this article. Instead, reprint a free unique content version of this same article.

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