No B.S. Sales Success In The New Economy by Kennedy Dan S

Author:Kennedy, Dan S. [Kennedy, Dan S.]
Language: eng
Format: epub
ISBN: 9781613080016
Publisher: Perseus Books Group
Published: 2010-01-01T08:00:00+00:00

PART II

HOW TO STOP PROSPECTINGONCE AND FOR ALL

CHAPTER 16

POSITIONING,NOT PROSPECTING

It has been my observation that the weakest link in the selling chain for most salespeople is prospecting. Most people can do at least an adequate job of presenting their products or services, if there’s a reasonably interested prospect in front of them. But most of the salespeople I’ve encountered simply hate prospecting. Consequently, they avoid it, both consciously and unconsciously, and do it only when the dire necessity of imminent starvation pushes them to it, and then they do it poorly.

And do you know what? I hate prospecting too. If I had to acquire my clients, my speaking engagements, my consulting assignments, and my writing projects by prospecting, I’d be driving a cab for a living. To me, prospecting is grubby, unpleasant work. To me, there’s no worse way to spend time than talking to people who are not interested, are not qualified to say yes even if they were interested, and who view me as someone they have to defend themselves against.

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