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Welcome to Prospecting Module 1 in The Web-Based Sales Improvement Program

Learn why prospecting is vital for sales success, feeding the sales pipeline, giving hope, helping more people, and ensuring control. |

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Welcome to Prospecting Module 1 in The Web-Based Sales Improvement Program

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

  2. Prospecting Module 1 • Prospecting Module 1 • WHY PROSPECTING IS SO VITAL TO OUR SUCCESS Prospecting has always been vital to the success of a salesperson…NOW it’s even more important! Prospecting feeds the Sales Pipeline.. Prospecting gives you continuous hope… Prospecting allows you to help more people… Prospecting is the one thing we CAN control on a daily basis…

  3. Prospecting Module 1 • Five Solid Reasons Why Prospecting Will Be Critical to Your Future Success In Sales • The numbers never lie…if you make 10 calls and make 1 sale…if you make 100 calls, you’ll make 10 sales • The days of brand-loyalty and counting on business year after year are going…going …gone! • More businesses mean more bad businesses …you can’t count on smart clients • More competition for what you sell • For advancement -- salespeople are lazy, and don’t want to work

  4. Prospecting Module 1 • The Numbers Never Lie • Sales has always been a numbers game…and it will forever be a numbers game • We want to believe it’s some other magical thing…mainly because we don’t want to acknowledge the fact that the numbers don’t lie • It is just like the truths in farming…if you don’t plant, it can’t grow… if you plant more…you grow more…

  5. Prospecting Module 1 • Loyalty Is Going Away • Customers have so many choices, the days of counting on a company going with you year after year are long gone • There is so much change going on within organizations now that you can’t count on the person who loved you to even be there tomorrow • Because you can’t count on a company, or an individual within that company, you MUST continue to add new customers..and constantly be re-selling your existing customers as if they were new!

  6. Prospecting Module 1 • More and More Businesses…Mean More Dysfunctional Businesses • As the number of large corporations shrinks and more and more people open up smaller businesses…the number of businesses in any given space has exploded • The good news is…there are lots of people to prospect…the bad news is, there aren’t that many that know what they’re doing and can make a decision • Because there are more “wild goose chases”…you need to hunt more…and hunt better!

  7. Prospecting Module 1 • More Competition for What You Sell • This goes along with the last point….more and more companies hopping into any given market niche (especially the successful ones) • The internet has created a boom and cut time-to-compete down to hours, vs months or years • You have to be constantly pounding the phone because everyday you’ve got 5 or 10 or 1000 new folks doing the same thing

  8. Prospecting Module 1 • For Advancement • Even though everyone knows they SHOULD be prospecting…and they even know the risks and rewards of doing it every day… most people can’t do it for long • If you will master the skills and the discipline required to be an excellent prospector, you will be in the top 3 to 5% of sellers who make 95% of the money in sales

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