Welcome to Prospecting Module 14 in The Web-Based Sales Improvement Program from SalesTrainingTV, a Subsidiary of

1. Prospecting Module 14 Welcome to Prospecting Module 14 in The Web-Based Sales Improvement Program from SalesTrainingTV, a Subsidiary of Contact Based Selling

2. Prospecting Module 14 Prospecting Module 14 Mandatory Prospecting Times and Other Ideas Is it because “misery” loves company? Or is it because we’re competitive by nature? For whatever reason…we do better when we can prospect with other people. In this module we’ll talk about mandatory prospecting times whether you’re on a sales team or ways to do that by yourself… Plus some other random ideas and strategies on how to become a better prospector

3. Prospecting Module 14 • Why Mandatory Prospecting Times Work • When we’re on our own, facing our fears, dealing with rejection and trying to stay motivated, it doesn’t take much to get us to quit prospecting. When others are doing the same thing, it’s easier to face these obstacles and keep going. It’s like playing basketball on your own…you can try to work hard and run hard…but after a while you’ll be walking. Play against a buddy, or in a game, we’ll run harder and longer than we did on our own • On the flip side, when we’re really rolling and have lots of business happening, we often don’t want to stop and go through he negative parts of prospecting (we want to stay on a roll). When we’re all prospecting, no matter what…we’ll keep the pipeline full and cut down on the ups and downs of sales performance • It deals with our ‘COMFORT ZONES’

4. Prospecting Module 14 • Some Tips For Setting Up Effective Mandatory Prospecting Times • Don’t make it a “voluntary” prospecting time. It will start strong, but eventually dwindle down to one or two people sitting there prospecting • Make it for an hour or maybe two. If it’s too long, people will start doing other things and not picking up the phone • The same thing goes for number of days you’re going to run the mandatory prospecting times – Monday, Wednesday, Friday? Tuesday and Thursday? This depends on how much prospecting your people need to do and how they do away from these mandatory times

5. Prospecting Module 14 • Some Tips For Setting Up Effective Mandatory Prospecting Times, continued • Establish some “rules” regarding this mandatory time: • Can people take incoming calls? If so, which ones? • Who should they be calling during these times? All cold? Some cold, some warm? • Can they do walk-in calls instead of phone work? • What if someone is caught NOT prospecting? Should there be some fun punishment (I.e. have to bring donuts the next morning) • Are you going to have rewards for performance? What are the prizes? How often?

6. Prospecting Module 14 • How to Get Everyone Involved in the • Mandatory Prospecting Times • Top management: • It’s important to get everyone involved in the prospecting efforts, especially the top managers • Office and support staff: • Perhaps they won’t make phone calls to prospect, but they can help with the effort. They could compile lists, clip ads, make copies, type information into the sales database management system • Production and Support personnel: • They also probably won’t make calls, but they could help send emails or faxes…put together proposals, etc.

7. Prospecting Module 14 • What if you’re not part of a sales team? • Set up your own mandatory prospecting times! • Block it out in your calendar • Team up with someone else who will hold you accountable: • If there’s no one else there with you, call someone before and after and get them to help you stay on task