{"id":4094,"date":"2018-03-11T21:40:51","date_gmt":"2018-03-11T21:40:51","guid":{"rendered":"http:\/\/gccwebsites.com\/startupsales\/?p=4094"},"modified":"2018-03-11T21:40:51","modified_gmt":"2018-03-11T21:40:51","slug":"dont-be-this-kind-of-prospector","status":"publish","type":"post","link":"https:\/\/gccwebsites.com\/startupsales\/dont-be-this-kind-of-prospector\/","title":{"rendered":"Don&#8217;t Be This Kind of Prospector"},"content":{"rendered":"<p>The 7th Sandler Rule is that you never have to like prospecting, you just have to do it. However, I would add the caveat that <strong>you have to do it well<\/strong>.<\/p>\n<p>What does that mean exactly? Prospecting is the act of finding people who need your product or service amongst a crowd of suspects. You are not trying to convert suspects into prospects, but rather determining who could really benefit from what you are selling.<\/p>\n<p>Prospecting includes a lot of Cold Calls, which can be intimidating. Mattson uses the analogy of casting a fishing net to compare what Cold Calls do for prospecting. When you cast a net, you may only catch a few of the fish you are looking for and have to throw back those that are too small.<\/p>\n<p>This is similar to Cold Calling. You may make hundreds of calls and only find a few prospects. This is where the &#8220;do it well&#8221; concept comes in. Though Cold Calls can be exhausting, it is important to give the same amount of attention and enthusiasm to each new call.<\/p>\n<p>It doesn&#8217;t take long to get burnt out from Cold Calling. After dozens of rejections, you may just want to hang up on yourself. Similar to Steve Martin&#8217;s character in the clip below.<\/p>\n<p>Instead, think to yourself each time you dial &#8220;this suspect is the diamond in the rough, the needle in the haystack; they could be a prospect so I will give them my all.&#8221;<\/p>\n<p>Doing this will keep your Cold Calls from becoming stale, and decrease the chance you miss out on a prospect because of a defeated or bored tone of voice.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>The 7th Sandler Rule is that you never have to like prospecting, you just have to do it. However, I would add the caveat that you have to do it well. What does that mean exactly? Prospecting is the act of finding people who need your product or service amongst a crowd of suspects. You [&hellip;]<\/p>\n","protected":false},"author":159,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[100,77,54],"tags":[],"class_list":["post-4094","post","type-post","status-publish","format-standard","hentry","category-cold-calls","category-prospecting","category-the-sander-rules"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/4094","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/159"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=4094"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/4094\/revisions"}],"predecessor-version":[{"id":4095,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/4094\/revisions\/4095"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=4094"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=4094"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=4094"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}