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

Essential Actions

If you want to get your new sales recruits off to a flying start, first teach them the essential actions - those neces...

The Right Amount Of Pressure

There is a difference between threatening team members with dismissal for poor performance and applying positive pressure to perform. In this short ...

Hold Yourself Accountable

In an age where people can be quick to assert their rights but slow to live up to their responsibilities, we at Pittard advise our leaders to hold the...

Study For Understanding

Every time clients ask salespeople a question, they are trying to answer the big question they have in their minds, which is, "Why should I list wit...

Activity

Take a minute and look around your agency. Everybody looks busy, don't they? But are you making money? Are they making money? If you're not carefu...

Unattractive Company

One of the top three greatest real estate excuses of all time is: "You can't find good people!" In this leadership session, real estate agency profi...

A Promise Is a Promise

To people of integrity, their word is their bond. They do what they say, when they said they'd do it, how they said they'd do it. People of integrity ...

For Just One Day

People who are successful in their chosen fields do more of the right actions every day, over the long term. In this short real estate sales session...

Financial Foundations

In my experience as a real estate agency profit consultant, I've seen many real estate businesses in grave financial trouble, and many spend thems...

Cut To The Chase

Have you ever noticed how some people say five sentences when a 'Yes' or 'No' would have sufficed? Some people speak a lot but say little. Real esta...

Loving What You Do

Some people say you must love your work. I agree that this is desirable, but it's not always realistic. Pursuing this ideal could cost you a ...

Faking Happiness

Written and video reviews are essential. To quote one winning salesperson: "These days, clients go online and do research on you. At the listing pre...

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