Prospecting is a daunting task for sales persons especially for neophytes in the business of sales, yet it is a very important and vital step to generate income for you, your company and the realization of your dreams.
All businesses need customers to sustain growth and prosper and it is very important that the sales department through its sales people has a steady stream of customer base that will help buy up the company and keep it productive and financially sound at all times.
How do you do sales prospecting? Most of the time, you will be asked by your supervisors to prepare a prospect list starting with the names of family members, relatives and friends. Yet, it is a very common story in sales that you might get to the end of this list and not find your first customer. Well, depending on the type of product/service you are offering this is often the case.
But, don’t let it get you down, ever! Most successful salesmen have also experienced this rejection from people whom they think will help them with their career, but didn’t. Did they hang themselves with their ties or stockings? No, they just said, “Next.”
Yes, say, “Next” and move on, update your list or make another one with people who might need the kind of product or service that you have.
Prospecting is like searching for gold, you have to sift through a lot of muck and mud before you’ll find your first customer, your first gold. There is always someone out there who is need of your merchandise, you just have to persevere to find that person.
There is a saying in sales that will make you understand how difficult sales prospecting is. It says, “when the going gets tough, the tough get going.”
Yes, you need to have a tough heart, a brave heart to go on and not give up on your dreams despite so many rejections and sometimes ridicule. And I must not forget a thick face too to keep you smiling even when embarrassed and hurt when all you really want to do is burst out in tears of frustration and surrender.
Don’t be tempted to let the white flag out by being onion skinned. Sales is a job for champions, and winners don’t easily give up because of hurdles that seemed to be insurmountable at first. Would there be someone whom we look up to if they did?
Sales is a demanding and competitive career, it is not for the faint hearted and therefore not for everyone. But, if you think this is the job that will launch your dreams then by all means go full steam ahead and keep on prospecting!