By Dario Priolo (Richardson Sales Training & Strategy Execution)
Prospecting is one of those activities that you either love or hate. For most people in sales, it’s unavoidable. Those who hate it generally suffer from “prospecting procrastination,” which is when a person will seek out any kind of busy work in an effort to put off and avoid the dreaded task.
Perhaps it is loathed because it rarely (if ever) yields immediate gratification. Others can’t handle the hang-ups and rejection. Whatever the reason, sales reps must realize the importance of prospecting to building and sustaining a pipeline that will pay off down the road — depending on your sales cycle length.
Whether you’re gung-ho or reluctant, when you dedicate time to prospecting, you want to choose prospecting activities that will give you the greatest payoff. The best way to start is to view the world from your prospect’s perspective. Put yourself in their shoes to see just how likely you would be to respond to your own inquiry.