4 tricks to power Up Prospecting in 2015 #2: commit to It!

March 26, 2015

partly 1 of this series, I introduced Mike Weinberg—gross sales teach, guide, and author of the book New sales. Simplified.: The very important guide for Prospecting and New trade construction. After being attentive to his captivating and insightful presentation at the 2015 virtual sales Kickoff, I asked him if I may share his “four tips to energy Up Prospecting in 2015.”

Tip 2: Make a significant dedication to prospecting.

no one defaults to prospecting. actually, the general public in finding every reason to not. It’s a type of issues we by no means do until we are proactive and disciplined about it. From his consulting expertise, Mike has discovered the #1 cause companies battle to pick up new business is that the folks answerable for bringing in new trade just aren’t doing it. Sounds simple and simple, proper? on this case, the answer to our downside just isn’t a “what,” however a “how.” It’s now not as if salespeople don’t understand what they’re speculated to do. however there are always different tasks extra vital, extra urgent, and moderately frankly, extra sexy. There’s our self-image, as smartly. We don’t wish to seem selfish with our time. We wish to be viewed as a group player, a excellent company citizen. It appears impolite to shut your place of job door and/or say “no” when folks ask you to do one thing for them. love it or now not, that’s frequently what it takes to get the job performed.

So, how can we grow to be more intentional and committed to proactive prospecting? Mike offers a few sensible concepts:

Make it a precedence. Time block your calendar. observe the discipline of constructing appointments with your self to center of attention best on prospecting.
Don’t let individuals pile extra work on you. now and again you just have to assert “no”— regardless of how it’s perceived.
find inventive tips on how to get alone and get rid of all distractions. shut your workplace door. if in case you have the choice, earn a living from home or find an empty convention room. most importantly, shut the whole thing down. (i.e. facebook, Twitter, email, and so on.)
And ultimately, steer clear of losers and whiners—co-employees who don’t have anything higher to do than bitch. Negativity is contagious, and it’s crucial that you are taking keep watch over of your attitude.

The ultimate level Mike addresses in this part is one of the most often asked questions he’s acquired over time: What’s the perfect time of day to prospect? Mike’s solution? “sure. yes is one of the best time of day to prospect.” In other words, any time is an effective time. but as for his preference, Mike suggests the sooner within the day, the simpler. in the event you prioritize prospecting and make it the first thing you do in the morning, you’re more likely to knock it out sooner than other things start arising and the day will get far from you.

Committing to prospecting requires discipline, intentionality, and the ability to say no to distractions—and now and again even individuals. It’s exhausting work, but the payoff is price it.

next up: Tip #3 Sharpen Your Story

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