Monday, December 14, 2009


Going for the homerun! One of the reasons prospecting gets the short end of the stick when it comes to the attention we give it, is because we treat it like it is the fast track to the end goal of sales. We swing for the homerun, rather than a first base hit. Prospecting (as we defined earlier) is an "exploration" process. Sure, when prospecting for minerals, the ultimate goal is finding gold. Just like when prospecting for customers, the ultimate goal is landing sales. Still, prospecting for gold involves more than sticking your pan in the water. You must first sift through the other items you pull from the river in order to find that nugget you seek. In sales, the same applies. Consider prospecting a sifting process and not your end your game, and you'll be more successful with it.

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