How to Prospect Like a 6-Figure Salesperson

So, here’s the thing.

We want the success that many other people do not get. And if we want to do that, we have to be willing to do things that other people will not do.

The journey to success includes a lot of discomfort. And it’s the way you handle this discomfort that will determine whether or not you’re able to overcome all the obstacles that will appear before you.

Interestingly, most people cannot handle even the smallest level of discomfort and they give up as soon as it appears.

So how can you avoid this and become successful? It has a lot to do with prospecting like a 6-figure salesperson. Read on to discover how.

Face the Discomfort

Instead of seeing discomfort as something negative, think about it as an opportunity. Stare it down and think of it as a way to learn something new and experience a sense of achievement as soon as you overcome it.

You see, the problem is that we are going to do something that’s uncomfortable.

So if we wait until that moment of discomfort to decide how we’re going to respond, we’re going to listen to the very primitive side of our brain and fall prey to it. This primitive side of the brain is going to say, “Run!”

If you decide in advance how you’re going to act when you face discomfort, then you’ll be making a decision out of the logical side of your brain.

Think About How You Reach Prospects

We’ve heard over and over again that prospecting is just about pounding the calls or talking to people. It’s supposedly nothing more than a number’s game.

And we keep hearing that if you just do it enough, if you just talk to enough people, you’ll get that business. But is this true?

Well… yes and no.

There’s no question about the first half of the problem. If I’m not going to put in the numbers, if I’m not going to work on the quantity, then there’s no question I’m gonna have a very difficult time trying to bring up that new business.

But of course, it isn’t just about the quantity. It’s also about the quality.

So, what do we do to make sure that we get both?

Don’t think about the prospects that you’re going to reach out to in bulk. Think about each prospect as an individual. And don’t just regurgitate the same thing over and over again and hope that it will somehow lead to success.

Instead, do a quick mental reset before every call, and remember that each individual is unique and you need a new approach to talk to them every time.

Direct Your Discipline

We tend to think that we need more discipline in our lives. The truth is, we have plenty of discipline.

However, we may not be directing it in the right direction.

Your discipline should be directed to making better habits. It’s not about worrying every day about to-do lists and tasks that you really don’t want to do.

It’s about developing better habits. Those habits are those subconscious traits that we build up over time, until we don’t think about it anymore.

Is prospecting good for you?

Yes, of course it is. But you need to focus your discipline on developing habits that will constantly work on advancing your prospecting skills.

Fuel Your Enthusiasm

One of the problems with prospecting is that oftentimes sales professionals aren’t particularly excited all the time. This is normal, but it isn’t something that you should allow the customer to pick up on.

A lack of enthusiasm is quickly going to get transferred onto the phone calls or conversations that you’re having with a customer. As a result, the customer will also pick up on your mood.

Why would anyone make a purchase from you if you aren’t even excited about the product?

Customers want to do business with people who excite them. Who invigorates them and brings something new to the table.

You see, people who are positive and upbeat are far more likely to be successful than people who seem soulless about their job.

The best way to overcome a lack of enthusiasm or a low mood is to think creatively about prospecting.

Here’s one thing you can do if you know you’ve got some phone calls coming up. What you might consider doing is, three days before you make those phone calls, send very brief handwritten notes to everybody you’re about to call. Use this note as an introduction to your phone call.

Now they already expect your call. And now, you are both more comfortable about the upcoming conversation because you are expecting it to happen.

When you set up the expectation like this, it’s more likely to make the call go well and set you up for success, too.

Give Before You Ask

You see, so much of prospecting is really about networking.

The wrong way to think about networking is, “What can I get out of this relationship?”

The right way to think about networking is, “What can I offer to this relationship and what does the other person need from me?”

Prospecting and getting to the point of closing sales is all about the relationship and rapport you build with others. The more value you give, the more people are open to hearing what you have to say… and ultimately what you have to sell.

You can always come up with more ideas of your own of course. As long as you are thinking about both sides, you will be able to come up with great ideas on how you can make prospecting fun and exciting.

Make this an ongoing habit and you’ll get the results you want.


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About the Author: Jeff Shore

Jeff Shore is the Founder and CEO of Shore Consulting, Inc. a company specializing in psychology-based sales training programs. Using these modern, game-changing techniques, Jeff Shore’s clients delivered over 145,000 new homes generating $54 billion in revenue last year.