Finding New Prospects—With Old Prospects

Is your sales funnel drying up? Rebuild your prospect list by reworking your past no’s!

Every salesperson knows the feeling of staring at a big new sales goal and thinking, “This is impossible!” Your sales funnel isn’t full enough, there aren’t enough prospects, and you’ve already exhausted every lead.

NO sign - representing turning NOs into YESes with territory rework

How can you get more prospects when you’ve already called everyone you could?

Here’s a clue: When a prospect says no, it doesn’t mean forever. And if you went back through all of your calls and proposals from last year, you’ll notice many rejections aren’t a firm, final “No.” Your client might have said “not now” or “maybe later,” but you chalked it up as a loss and moved on.

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Act Like A CEO!

Even if you’re working for someone else, you own your own business.

You might dream of being the CEO of your own business someday. Maybe you’re already living that dream! Or maybe, you’re one of the many people with no interest in entrepreneurship?

You might love being a part of a big corporation that provides you stability, support, and an expense account. The truth is, a vast majority of salespeople work for a larger organization, and you only have to worry about closing deals.

The bad news—that perspective is holding you back.

You are employed by a company, but you should be running your business like you’re the owner.

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Let Your Weekend Be A Weekend

Weekends are a key to a successful life. It’s time to stop working through them.

So many people don’t allow their weekend to be a weekend. Why? I think people—especially salespeople—often feel like the weekend is our only opportunity to “catch up.”

We can’t get enough of our work done during the week—because work gets in the way! The weekend is blissfully free of all the meetings, phone calls, interruptions, and last-minute emergency fire drills that take over our week.

Do you feel like the only way to get any work done is to do it outside of work hours? We’ve all been there!

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Invest In Yourself

Are you spending your time and money wisely, or are you neglecting the most important person in your life?

If you want to get further in your career, you have to grow. It’s just a fact! As long as you stay the same, you’ll always stay in the same place.

A salesperson who isn’t growing personally will see the same lack of growth in their sales numbers. Every year, the commission checks are stagnant (or less!), and goals seem forever out of reach.

The only way to grow as a person—and grow your sales business—is to invest in yourself. To reach long-term goals, there’s no other way! The money and time you spend on yourself always pay future dividends. Here are some of the best ways sales professionals can invest in themselves:

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Status Quo: Your Biggest Competitor

To overcome client objections, salespeople need to understand what makes us resistant to change.

Every sales professional will face a wide variety of objections and obstacles during the sales process. But whether you’re trying to close a deal, or simply set up an initial meeting, there’s one fundamental obstacle that you’ll come up against time and again: The status quo.

Never underestimate the power of the status quo. As a salesperson, it will always be your biggest competitor. Humans don’t like to change—even if we’re unhappy! 

People will make any excuse to maintain the status quo and avoid change. From a prospect, these excuses look like these:

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Be A Mighty Oak

What’s the most powerful sales skill you can develop? Resilience.

Salespeople have to be resilient. We’re responsible for how much income we make. Our job is to go out and ask for the business. And a lot of the time, the answer will be a hard no.

Rejection is bad enough. When it’s tied to your paycheck, it takes on a whole new level!

The Mighty Oak Tree

When coaching my clients, I remind them that sales professionals have to be like a mighty oak tree.

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Setting Better Goals: The 2-Year Approach

If you’re only looking one year ahead, you could be setting yourself up for failure.

I’m a big believer in goal setting (like an Olympic Gold Medalist believer). Whether it’s in your personal life or your sales career, you need a goal to measure your success against and keep you motivated.

Every sales professional needs to set (and revise) business goals. Even if someone else in your organization is setting revenue goals for your team, you need to do your own personal goal setting—to make sure you’re working toward where you want to be. It’s critical to your business success.

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