7 PRINCIPLES OF PROSPECTING

Prospecting Principle No.1: Go on asking different Prospects on the same day till you get the desired no of appointments. How many calls do you need to make to get 5 appointments on a good day. No guesses , go on calling till you get 5 appointments.

Prospecting Principle No.2 : Go on asking the same Prospect on various occasions till he gives an appointment. How long should you call ? No guesses , till you get his appointment.If somebody says “No” it means “No” for the day. It does not mean No forever.

Prospecting Principle No.3 : Always be in front of ProspectsBe in front of prospects always as there is a time for each Prospect and he will buy when he wants not when you wantPeople who says “No” in one month may buy some other month, so always keep in front of people. You don’t know when they would be ready to buy.

Prospecting Principle No.4 : Dedication & CommitmentMany a time the customer will deliberately go on delaying and ask for more and more clarifications. What they want to check is your dedication and commitment. It’s an acid test you are put through.

Prospecting Principle No.5: Business of “No’s” Every one who meets a client expects a “Yes” but if one gets a “No” he gets upset and de-motivated. This business is a business of “No’s”.Try to collect as many “No’s” as possible because after some No’s there is bound to be a “Yes” Every 10 No’s. will be followed by one “Yes”. So how about collecting maximum “No’s” in a month.

Prospecting Principle No.6: Visiting FeesOne is paid 35% commission – Why? Not because of the one person who buys but it is a payment for all those people who did not buy. Visiting fees is equal to commission earned divided by the total meetings. Every meeting pays you.

Prospecting Principle No.7 : Meeting with a positive mind set sellsMost of the times we decide that a particular customer is not very potential and thus we are not able to make a good impact.