Hi, this is Jeb Blount, the Sales Guy, and I’m here to help you close bigger deals, rock your commission check, and take your sales career to the next level with the Sales Guy’s Quick and Dirty Tips for Getting the Deal Done.

This week’s Podcast is about the most despised activity in sales.

Every sales person wants the glory and the big pay check that results from closing big deals. However, before there is glory, there must be hard work. In other words, to be successful in sales you have to take action first, and the most important action that you can take as a sales professional is prospecting. You see, in sales, success is paid for in advance with activity.   

Now, whether you use the telephone, direct mail, referrals, networking, or you do it the old fashion way by knocking on doors, besides paperwork, prospecting is the most despised activity in sales. The monotony, the rejection, and the time requirements are just a few of the reasons prospecting is passed over or put off by many Sales Professionals day after day until soon, it is too late.

Harnessing Your Desire 

Far too many Sales Professionals lose their jobs or fail to achieve their true potential because prospecting was not a priority. But it doesn’t have to be this way. You can easily overcome your fear or reluctance to prospect by simply harnessing your desire.  When you harness your desire you focus on what you want to achieve, instead of what you don’t want to do. And suddenly, prospecting becomes easy because the result of prospecting, more sales, is tied to something you want – your dreams and your goals.

The Sales Guy’s Quick and Dirty Tips for Prospecting Success

First, value your time. The 80/20 rule is always in play. 80% of your time should be spent qualifying and presenting to new customers, and 20% following up on existing customers and opportunities. Evaluate your activities for the last thirty days and, if needed, change your priorities.

Next -- a little bit every day. The real secret to effective prospecting is to do a little bit every day. Most salespeople fail because they procrastinate and put their prospecting off and then try to do it all at once. Well, this never works. Block out time on your calendar for prospecting daily and make that appointment with yourself sacred!

And finally, have fun. Top Sales Professionals keep prospecting fun and fresh with different approaches, games and competitive goals. They find ways to reward themselves for reaching call targets and setting appointments. And most importantly, they understand clearly that prospecting is everything, and they get started on the right foot everyday by visualizing their future achievement and harnessing their desire to win.

Thank you for joining me on The Sales Guy’s Quick and Dirty Tips for getting the deal done. You can email me at SalesGuy@quickanddirtytips.com or leave a question on my voicemail line at 206-202-5036.  Oh, and one more thing. Unless you have been living on another planet you are aware of how fast business technology is advancing. Well, for me, it is hard to make sense of it all. If you feel the same way please check out Small Biz Tech Girl’s new Podcast at QuickandDirtyTips.com.