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

How To Enjoy Your Work

Sales can be a tough career. We face rejection daily, doing most of our presenting in unfamiliar territory. We know that we are only as good as ou...

Less Selling, More Leading

Multi-tasking is a myth. While performing two straightforward chores at the same time is easy - you can stir the custard while talking on the...

What is a Result

The best leaders Pittard works with NEVER allow their offices to close unless their agencies have at least one real result for the day. But what i...

There's More To a Good Sale Than Just Closing

Everybody wants to be a better closer. Of all the skills salespeople say they want to improve, it's closing. But there is more to a GOOD sale than...

No Bad Days

In this short sales session real estate agency profit consultant, Gary Pittard, says that, for most salespeople, a typical month is a string of ba...

Get Rich Quick Is Not a Plan

Many people who open real estate agencies expect it to be easier than it eventually turns out to be. Many suffer from theField of Dreamsthi...

Eleven Attributes of Leadership

Whether you run an agency and have a team to lead, or you are a salesperson with clients to lead, you are a leader. And let's not forget that we m...

Relentless

Relentless - I like that word. It means "unceasingly intense". I also like the word Persistent

TTP That's Our Job

Despite all the automation available to today's salespeople, how could anybody think that removing a reason for salespeople and Property Managers ...

Is Excellence Compulsory In Your Agency?


As leaders, we should be the ones setting the standards in our businesses. One standard that should be compulsory is Excellence

The Leader As Coach

Salespeople need far more coaching than typical salespeople receive. In this short leadership session, real estate agency profit consultant, Gary ...

The Enemy of Success

There can be many barriers to success, but one of the greatest challenges for some people is perfectionism. Perfectionism is the enemy of succe...

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