We would all be a lot happier if new customers just fell out of the sky and into our office, but that’s just not reality. New customers for salespeople come from hard work and prospecting. Most salespeople aren’t afraid to work hard, but sometimes the thought of prospecting can be daunting. And cold calling? That is a big scary monster to several salespeople. Why is this, and so many aspects of prospecting, frightening to salespeople. These monsters play havoc on our imagination and determination and keep us from doing some of the most fundamental aspects of our job. We need to throw open the closet door, turn on the light and look under our beds and see exactly what these prospecting monsters really are. Is there a process that any salesperson can follow to talk to potential new customers that is effective while helping us to overcome our fears? Let’s find out together when we talk about fighting the scary monsters of prospecting.
