Most salespeople mistakenly believe that it's what they do while they're with a customer that has the greatest impact on their income. The reality is that it's what a salesperson does in between customers that puts him over the top, or keeps him near the bottom. When a salesperson is with a customer, he has to play whatever cards he's holding. What a salesperson does with his time in between customers determines whether the "hand" he's holding will make or break the sale. The level of a salesperson's preparation and practice will certainly determine the level of his play. Follow these three steps to plant in the spring (the time during your daily routine when you're not with a customer) so you don't have to beg in the fall. | |
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Prospecting is not rocket science. It is work, which is why so many salespeople won't go through the trouble of doing it. But if you examine the highest paid professionals in sales, they have prospecting in common as a regular discipline. It sets them apart from the 'wannabes' in sales and helps them turn pro. You can't take potential leads for granted. You must plant seeds over and over again if you want to harvest an income worthy of your family's needs and wants. Start prospecting today. If you're going to be in front of people every day anyway, you've nothing to lose. If you're too lazy, you should find another line of work, or resign yourself to being a speck in the mosaic of other also-rans in sales. |
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