Only 10% to 15% of salespeople sell. The rest busy themselves with chores that don’t generate new income. Companies should ensure productive salespeople can devote their time to developing new business. Instead, most companies burden them with account management and customer service. Experienced salesman Mike Weinberg describes the situations that undermine a salesperson’s productivity and offers practical solutions. His comprehensive primer is a wake-up call to return to the basics as “sales hunters.”
In sales, nothing is more important than prospecting, yet few salespeople know how to do it.
Prospecting is the sales profession’s basic sales activity. Yet few salespeople know how, and most don’t want to. Many salespeople believe they can wait for leads to appear, and don’t need to get out in the field and recruit new business. They think it’s better to let customers call when they’re ready to buy.
This negativity toward prospecting is becoming a defining characteristic of many salespeople, especially novices. No one ever taught them the importance of prospecting. Nobody modeled prospecting for them.
Prospecting, developing new business and selling are not complicated.
Prospecting, selling and developing new business couldn’t be simpler. Prospects need problems solved. Salespeople have solutions in the form of their products or services. Salespeople develop new business and make sales when they scout out and engage with prospects, demonstrate how their offerings can eliminate specific difficulties and convince prospects to buy.
Companies can’t grow without new...
Consultant, coach, speaker and best-selling author Mike Weinberg also wrote Sales Truth: Debunk the Myths. Apply Powerful Principles. Win More New Sales. and High-Profit Prospecting.