6 Powerful Prospecting Tips - Part 2

Why is it that some sales reps consistently earn a six-figure annual income while other reps, putting in the same hours, selling the same products and trained by the same sales manager struggle each month financially to make ends meet? The answer to this question is painfully simple; the six-figure sales reps spend more time on the phone and never forget to ask for referrals!
This week, we'll share the final three of John Boe's "Six Powerful Prospecting Tips to Build Your Business."

Tip Four: Schedule A Minimum Of Two Hours A Day For Phone Calling. Make your phone calls in the morning while you and your referrals are both fresh and alert. Treat your prospecting time with the same respect you would give to any other important appointment. This is not the time to check your e-mails, play solitaire on the computer, make personal phone calls or chat with your associates.
Avoid the temptation to try and sell your product or service over the phone. Your objective for every phone call is to create interest, gather information and set an appointment. If your prospect asks you a question, get in the habit of going for an appointment rather than giving a quick response.
Don't shoot from the hip, use a script. It's important to use a phone script when you contact your prospect, so you don't leave out any key information. It's a good idea to role-play your script over the phone with your sales manager until he or she feels you sound confident and professional.

Tip Five: Qualify Your Prospect at Maximum Range. Unfortunately, not every prospect will be interested or qualified financially to purchase your products or services. Successful sales reps don't waste time chasing after low-probability prospects and know when it's time to cut their losses and move on.

Tip Six: Don't Take Rejection Personally. Selling, like baseball, is a numbers game, pure and simple. Rejection is to be anticipated as a natural aspect of the qualification process, so don't take it personally. Learn from rejection by using it as a valuable feedback mechanism. Salespeople who take rejection personally lack perseverance and seldom make the sale.
For the majority of salespeople, prospecting for new business is without a doubt the most challenging and stressful aspect of the selling process. Selling is a contact sport, and daily prospecting for new business is the key to every salesperson's long-term financial success. By integrating these six powerful prospecting tips into your daily business routine, you'll be able to keep your appointment calendar packed!
Remember: Prospecting is the lifeblood of your business. Stay after it!