Want to know more?   Contact us today.

Good News, but not the Right News

good_newsfanatical_prospecting“These experts preach to all who will listen that prospecting—proactively pursuing prospects—no longer works. What’s particularly dangerous about this false teaching is that it is exactly what the struggling, reactive salesperson wants to hear.”

Jeb Blount
Fanatical Prospecting

Jeb Blount, founder of salesgravy.com and author of Fanatical Prospecting, wrote that there are many sales trainers who offer all kinds of schemes designed to remove the need to prospect. He says that this is music to the ears of failing salespeople, who would rather look for a silver bullet than prospect. Good news is not always the right news, however.

There is no avoiding it:

If you want to be a winning salesperson you need to fill your pipeline with prospects. Seeking new business is a no-brainer for superstars.

If you haven’t done so, you really need to read Fanatical Prospecting. There are gems on every page.

Jeb’s 30 Day Rule should be enough to make you get hold of a copy now.

His 30 Day Rule says that from the prospecting you do over the next 30 days you will reap benefits over the following 90 days. That is, it will take 90 days to harvest the leads from the original 30 days’ prospecting.

This is great news for those who prospect regularly – their prospect pipeline is never empty – but for sporadic prospectors, it’s all bad news. Consistent prospecting will yield consistent results.Inconsistent prospecting buys you a ticket on the results rollercoaster.

What does success look like to you?

I think every person in Sales would say that they want to be hugely successful. The few who wouldn’t should find another profession!

But wanting success is not enough. You have to define what success looks like to you, set a deadline to achieve it, and plan what you must do in order to reach that level of success within the time frame you set.

And if you do formulate a plan, I’ll bet that it calls for you to actively seek new business.

You don’t have to like prospecting. But you’ll love what prospecting does for your income.

Stick at it, do it enthusiastically, do it every day.

Customers are out there waiting for you to find them. Prospect fanatically!

Gary Pittard

PS Jeb Blount is our special guest on Pittard TV on 2 September. He has a great message and I am looking forward to interviewing him and to passing on viewer questions.

Recent Articles

Think Profit

With another financial year behind us, it's a good time to ponder: "Are you happy with your profit?" Stating the obvious: Profit is the mo...

Succession Planning All Talk or All Action

In this short leadership session, real estate agency profit consultant, Gary Pittard, discusses Succession Planning. Many agency leaders talk abou...

Short Attention Spans

A common complaint from leaders is that their salespeople lack focus. It has a been constant theme in my 30 years as a real estate agency profit consu...

Ask for Price Feedback

Property sellers need accurate information from the market if they are to develop an understanding of the correct market price at which their prop...

Hiring Do's and Don'ts (Part 2)

This is a two-part article on the Do's and Dont's of hiring. Last month, we discussed the Hiring Don'ts. This month we look at the Hir...

Sharpen The Saw

Real estate agency profit consultant, Gary Pittard, recommends that leaders give their salespeople knowledge tests, yearly at least. If you think ...

A Foundation of Honesty

Below are snippets are from surveys conducted by Roy Morgan over a 17-year period. I have been following these surveys for 25 years and note the posit...

Happiness Is Relative

In this short sales session, real estate agency profit consultant, Gary Pittard, discusses happiness and its relevance to real estate sales. Happine...

Hiring Do's and Don'ts (Part 1)

This is a two-part article on the do's and don'ts of hiring. In this issue, we will discuss Hiring Do...

The Pretence of Social Media

Social media marketing is, or should be, a company function, and not a task undertaken by individual salespeople. Real estate agency profit consulta...

How To Make More Sales

Let's give some thought to how we can make more sales despite the gloom and doom about the current state of the real estate market in many regions. ...

The Game of Life

In this short sales session, real estate agency profit consultant, Gary Pittard, discusses the importance of clear and precise communication. He als...

Want to reach your profit potential? Contact us now.

Pittard


Suite 71, Level 4
330 Wattle Street

Ultimo NSW 2007
Australia


Mailing Address
PO Box 2045
Strawberry Hills NSW 2012


: (02) 8217 8500
Fax: (02) 9281 4198
AUS Free call: 1800 663 600
NZ Free call: 0800 448 065
International: +61 2 8217 8500

: info@pittard.com.au

Contact Us