Is sales the hardest job in the world?
It might be, if your approach includes the following:
Always using the same prospecting process
Having too many prospects in your pipeline
Not following up
Relying on email as your primary prospecting tool
Not segmenting prospects based on who they are and their specific needs
Not dedicating time to prospecting
Not tailoring your message
Let’s face it. Sales is about interrupting people. That can be uncomfortable, not only for targets but for salespeople. Surprise! Nobody likes to be interrupted or rejected. So, what turns sales into the hardest easy job in the world? Prospecting.
Prospecting is about being focused and not giving up. It’s also about helping others. How strongly do you believe you can help the person or company you are reaching out to? How can you build a relationship while uncovering needs that you can meet? With a mindful prospecting approach, sales becomes conversational and meaningful. The most successful salespeople know that, and regularly exercise a careful, yet straightforward prospecting strategy.
Prospecting begins with you. Keep it simple, and build these straightforward concepts into your strategy:
Self-discipline: do what you say you are going to do.
Believe in your ability to help others. You’re not selling to them, you are reaching out to help.
Commit to following through. Make time for research and customized messaging.
Relabel rejection. It’s a possibility, not a fear.
Relationships take work. Keep your existing customers happy.
Check out this article from Entrepreneur that offers more insight on how to keep it simple when building your pipeline. What else would you add?
