Biz On The Beach 3

Proactive Prospecting Summer – Part 10

By Tibor Shanto – tibor.shanto@sellbetter.ca 

Many in sales look at summer as a time where they can slow down a bit, reflecting what they believe to be the pace of things around them. That’s just wrong on so many levels, that we’ll leave it to others to analyze, our focus is Execution, improved Execution. So rather than following the 80% of your peers who go into summer mode, I instead invite you to use the summer to improve your prospecting skills so can remain in that 20% that drives the economy, the 80% is piggybacking on.

Every Thursday in July and August, the posts in the Pipeline will focus on a specific element in Proactive Prospecting. While this in itself will put you on the path to better prospecting, meaning a fuller pipeline of better opportunities, you can take it a step further by enrolling in the Proactive Prospecting Program on Sales Gravy University. Consisting of instruction by me, exercises, and tools, the same program clients have used to increase conversions and pipeline by over 25%. Enroll in the program today, and use the Thursday Proactive Prospecting Summer series to keep you on track, and filling your pipeline. By the end of the summer you will have both more opportunities in your pipeline than the 80% who “took the summer off”, but the skills that will keep you ahead.

Today we will look at two important sometime related often confused fundamentals, Objectives and Execution.

Objectives

As you know I am not a big fan of pain in selling, not because I am squeamish, but because buyers in pain are a small part of the overall opportunity, they are pursued by everyone and as such feel entitled to “a better deal” instead of the right deal. The largest pool of opportunity professional sales people have are those buyers not impeded by pain, but are focused on achieving their business Objectives. If you change your narrative from pain to Objectives, you will be communicating to, and heard by a greater segment of the market, a segment ignored by the 80% who are “jonesing” for pain; let’s look at that for a sec.

Every business and business person has Objectives. Some will run into a problem along the way, usually about 10%, and they will seek to relieve that pain, but then get back on track to achieving their Objectives. So to engage more meaningfully with a greater segment of the market, you need to forget pain, and embrace Objectives. The best way to do that is to actually set your own Objectives, and experience the opportunities and challenges in achieving them. This will give you the ability to empathize with others who are focused on Objectives, not just pain.

Here’s what you do, right now: write down your objectives for this program, no more than three, you gotta be real. Make them specific, “I want to be better at starting the call”; “Communicate value more effectively”; “Have my voice mails returned”, you name it, but set a clear, realistic Objective based on where you are now, and where you’d like to be by Labour Day.

Execution

We all know success in sales is all about Execution, everything else is just talk; so while setting Objectives is a step in the right direction, actually doing it is another. Some of you may be familiar with the old riddle:

Five frogs sitting on a log – four decide to jump off, how many are left on the log?
While most answer one, the answer is five.
Deciding to do something and doing it are two different things!

You Have To Jump

No matter how good a set of Objectives we set, they are worthless till executed. I’ll challenge you with an Objective: Focus on correcting what you did wrong, rather than waiting for perfection to try.

Feel free to e-mail me directly as you take advantage of the many things you’ll learn in your Proactive Prospecting Summer and the Proactive Prospecting Program on line.

PPP On Demand

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