What is prospecting?
pros·pect: look out for; search for, or "the responsibilities of salespeople to prospect for customers"
Prospecting is something that happens BEFORE the sales process begins. Often times we as sales professionals confuse prospecting with emotionally engaged selling, or we get super frustrated and then we begin to view prospecting and sales in a negative light.
What if we begin to look at prospecting for what it is? Prospecting is the activity that generates leads to enter into our sales process. Here are a few tips to think about when you are prospecting
- Have a plan for your conversation with prospects
- Do not sell at this time
- Take the pressure off of yourself and the prospect
- Turn features and benefits into beneficial outcomes
Your objective in the prospecting activity is to figure out if there is even a reason for you and your prospect to have a further conversation. Get the meeting before you try to sell.
