Sandler Rule #7 on prospecting really recently stuck out to me. It’s labeled “you don’t have to like prospecting, you just have to do it”, and it touched on various points about the nature of selling with its highs and lows. Prospecting is the process of sorting out the people who are actually interested in your pitch from the masses of potential. Mattson specifically pointed out that its not about converting suspects to prospects, which I think is key. Whatever we’re selling will simply not be a good fit for anyone; honestly it seems like half the battle is finding the right customers. Sales, in any aspect, is not about forcing your product on service on just anyone, but finding the right people with the right problems that your product or service can solve.
Something else Mattson discussed in this rule is the power in simply doing prospecting. In order to be successful, any salesperson has to embrace the discomfort of cold calling or starting business relationships with strangers. Keeping consistent and embracing all the awkwardness and rejections is the only way to actually make progress.
I think both of these lessons tie into general business or even life advice. Sales is very people-oriented. Finding the right people in honesty and integrity and learning by failures are respectable ways to live (and succeed at sales).
BoweryJE22
Prospecting is one of the most important things I have learned while doing my internship. Propsecting never stops, if you stop prospecting you will never have calls or sales. No matter what you are doing you must prospect casue they may know people that need your help or what not. Great post, becuase this is a very important aspect to selling