Selling, Like Baseball, Is A Numbers Game

     Prospecting is the bane of the sales world. No one enjoys doing it-but it is a necessary evil. Just ask salespeople who earn six-figure annual incomes-they spend more time on the phone prospecting and never forget to ask for referrals.

     Top producers don't need to be told to ask for referrals or follow up on hot leads, because they understand that prospecting is a necessity and not just an activity. The good news is that prospecting for new business, like any other skill, can be trained and developed into a habit.

     This week Promotional Consultant Today is looking at six tips to help you gain more prospects and build your sales business. Monday we looked at Tip One, Asking For Referrals. Tuesday we examined Tip Two, Training Your Advocates. Yesterday we reviewed Tips Three and Four: Strike Quickly and Set Aside Time To Prospect. Today we'll look at the last two, Tips Five and Six: Qualify Your Prospects and Rejection Isn't Personal.

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TOP SHELF TIP NO. 99

 "Sales are contingent upon the attitude of the salesman - not the attitude of the prospect."

W. Clement Stone, American author, businessman and founder of Combined Insurance Co., 1902-2002

Qualify Your Prospect At Maximum Range

     Unfortunately, not every prospect will be interested or qualified financially to purchase your products or services. Successful sales reps don't waste time chasing after low-probability prospects and know when it's time to cut their losses and move on.

Don't Take Rejection Personally

     Selling, like baseball, is a numbers game pure and simple. Rejection is to be anticipated as a natural aspect of the qualification process, so don't take it personally. Learn from rejection by using it as a valuable feedback mechanism. Salespeople who take rejection personally lack perseverance and seldom make the sale.

     Source: John Boe presents a wide variety of motivational and sales-oriented keynotes and seminar programs for sales meetings and conventions. He is a nationally recognized sales trainer and business motivational speaker with an impeccable track record in the meeting industry.

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