I am not the world’s most organized salesman. In fact, I may be the least well organized sales person you will ever know.
However, I do know one very important organizational fact regarding success in sales. If you don’t set aside time for Prospecting on a regular basis, that is daily or weekly, you will pay a price.
I recently wrote about the hills and valleys of sales. These are the times when you are really flying high and then the times when you are down in the valleys trying to climb up and see some day light.
The reason we get into those valleys is because we let “things?prevent us from doing what we need to do to stay on the hills. In my case, that is virtually always Prospecting.
I let myself get involved in other work and don’t Prospect. And this stuff is legitimate ?really. I am working with someone else, working on a presentation, making speeches, or some other very important and worthwhile activity.
That doesn’t prevent the problem of a valley in my future however.
So what do we do? We make a sacred time each week that is just for Prospecting. Nothing short of death gets in the way.
Our BLITZ CALL?Prospecting System is designed specifically for regular periodic Prospecting. Not a “big deal?Prospecting event, but just a regular activity to keep your pipeline of Prospects full. If you try to make Prospecting an “event?then it will get too complicated and you won’t do it.
Once your Prospecting system is set up and running you will be able to Prospect without needing to do anything to prepare. Just do it. Nothing will get in the way.
That way you can spend your other time doing all the other things that must get done, while not avoiding the essential ?Prospecting.
We have heard it all our business lives, but it is still true, time really is money.
Sell well and often!
Copyright 2006, WJ Truax
ABOUT THE AUTHOR
Bill Truax
www.BlitzCall.com
Bill@BlitzCall.com
800-253-1214
Bill is a Sales Management and Field Operations Consultant based in Cleveland, OH. He has 3 books and 2 CDs on prospecting, he also trains managers, conducts seminars and workshops, and makes calls in the field with sales professionals all detailed on is website http://www.BlitzCall.com
