Sales Representative

Prospecting

What is your prospecting program? Many companies have invested a huge amount of money to their sales arm since sales arm brings in the dough. There are hundreds of sales training, sales seminars out there and if your prospecting program needs enhancement to boost more sales, here’s what you need: a fresh perception.

Build relationships/network.

I was once a sales representative. When I was starting a career in sales, my view of prospecting was all about cold call selling but I learned it was far from truth. When prospecting, you goal should not be limited to closing a sale in one sitting. Nothing beats a qualified sales lead, which simply means one thing: try to begin building a qualified database consequently having the opportunity to build a good relationship to your prospects and potential clients or customers.

Be persistent.

Okay, not everybody’s happy about being persistent but it’s not a bad idea at all. The key is to be persistently firm. It opens you to the door of overflowing opportunity. Prospective clients will know the difference between insolence and pure prospecting. They know what you are trying to bridge and you will be rewarded, eventually.

The Script

Many of sales reps have a similar dilemma. To use or not to use a script for fear of sounding too canned in their sales approach. Sales reps have only one goal:  how to sound completely original and spontaneous and the thought of using a script will not going to help them. Far from truth again; in fact, using a script is one useful trick. Use it as your outline to direct your conversation. That way, your prospect will have a good judgment about you being sincere enough, at the end of the line.

Expect Rejection.

Whether you love what you do or not, whether you are good at it or just starting things, you’re going to experience rejection when prospecting. Remember one thing: it’s all about work; work means nothing personal and don’t let it get you down. Tomorrow’s another day.

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