If you have ever experienced the rush of creating a customer from the unknown, then you have felt that mountain top adrenaline professional salespeople become addicted to. Most salespeople, if not all, are driven by the emotion, the feeling that provides that near invincible confidence. Strong positive emotions are the fuel that we run off of, that keeps us moving forward, inviting ourselves into the world of the unknown . . . the risky world of the prospect who does not yet know us. The challenge is sustaining the positive emotion when we are being rejected or worse . . . ignored!
Although the ebullience of the positive emotion and the fear of the negative are strongly felt in the body, these feelings are generated in our minds, beginning with our thoughts. In order to increase the positive fuel to keep you moving forward and reduce the carcinogen of the fear that paralyzes your efforts, shift your focus from the outcome of the call and focus your action on the process that will eventually attract the desired result. Rather than focus on reaching the mountain top, enjoy the climb, knowing that with each step you are honoring a process that leads to the mountain top adrenaline experience. Replace the high-low experience of hoping that a cold-call results in the prospect being interested or merely accepting your invitation, with a process that you believe will yield a high return of mountain top experiences. When you begin to focus on the leading activities of the process you are able to sustain the positive emotion with the knowledge that the process works. We become less compromised, less controlled by the prayer of that one prospect that just has to come through for us. We become more in control of our new business development, more confident that the process will lead to the desired outcome.
Here are some ideas that will help tailor a prospecting system that will work for you:
1st) the objective is simply to ascertain if there is a fit worth pursuing.
2nd) primary benefit of a prospecting system is it boosts your confidence in future business.
3rd) craft your compelling reasons . . . focused 100% on the prospect's future benefits.
4th) identify the prospect's most challenging issue.
5th) communicate what makes you unique.
6th) map out the frequency and vehicle of contact (it takes a minimum of 8 attempts to contact a prospect before they respond).