×
On behalf of Sandler Training, our thoughts are with our clients and their families and businesses impacted by COVID-19. We are committed to working with you to help you and your business through these extraordinary times. Sandler Training is open but operating remotely in accordance with recommendations by WHO and the UK government to do our part to help ‘flatten the curve’ for the NHS . We’re here for you and the community. Please don’t hesitate to call or email us to talk through your concerns. Best wishes for the health and safety of your families, teams, and clients.
Skip to main content
North Hampshire | info.northhampshire@sandler.com
 

This website uses cookies to offer you a better browsing experience.

Prospecting

If you don’t start your sales calls with the end in mind, you should not be surprised when it doesn’t end up where you hoped. For example, at the end of a good presentation, your prospect leaves you with a Think-It-Over. After all, you can’t blame a prospect for doing something that you failed to emphasize is unacceptable. If you want to control what happens at the end of a sales call, focus on the beginning.

Ask salespeople to list their least favourite selling activities, and you can count on “prospecting” being at the top of the list. And, the least favorite of all prospecting activities is unquestionably making cold calls.

Does this sound familiar to you?

Prospect A says, “This looks very good. I think there’s an excellent chance we’ll do business.” The salesperson thinks, “I’ve got one.”

Prospect B comments, “Your price is higher than we expected.” The salesperson thinks, “I’ll have to cut the price to close the deal.”

Prospect C reveals, “We were hoping for a shorter delivery time.” The salesperson thinks, “I’ll have to push this through as a rush order to get the sale.”

My Mum was a funny lady and during my youth, she was constantly throwing riddles at me.

Some of her riddles came in pairs and the pairs typically had a point.

One such pair of riddles has been a huge lesson for me as I have gone through life. Here they are.

Riddle 1: What did Tarzan say when he saw the elephants coming down the road? “Here come the elephants.”

Riddle 2: What did the elephants say when they saw Tarzan coming down the road? Nothing, elephants don’t talk.

Two weekends ago, I got to take my youngest daughter to a 4-year-old’s birthday party. I’d forgotten how elaborate some of these parties get, and this was a nice reminder. The parents of this little boy had hired an animal trainer to bring some rabbits and let the kids see them.