The successful prospector

Disciplines > Sales > Prospecting > The successful prospector

Optimism | Instinct | Persistence | See also

Prospecting is not always an easy job and successful prospectors are worth their weight in gold (and should earn it too).

Optimism

Two of the most important attributes of sales person who is prospecting, and in particular cold calling, are optimism and resilience. You have to keep on believing you will find a customer whilst receiving seemingly endless rejections (some of which may not be very pleasant).

An attitude of liking people also helps. When you talk with another person you quickly pick up on whether they like you or are treating you as just another person -- and you are much more likely to do business with those who like you.

Instinct

The successful prospector, like the seeker after gold, develops a 'nose' for where gold might lie and instincts when talking to people that tell them whether or not the person is likely to buy.

Persistence

And the successful prospector digs a lot of holes, and digs them quickly. If you have the basics, prospecting is often just a numbers game.

Also when you are talking to someone who seems disinterested, the longer you keep talking with them, they more likely you are to convert them. Whilst it is important to qualify out those who are unlikely to buy, you may also be able to persuade those who are uncertain to take the next step. This is a riskier move as many who are convinced now may regress later, but depending on your sales situation just speaking to a person may be a significant gain, in which case a longer discussion is usually desirable.

Process

Prospecting is not just a matter of writing and calling. It involves a repeatable and well-proven methodology. Sales people who get the structure and process right are more likely to succeed. This includes gathering and managing data, and wording of letters, emails and phone calls.