Committed To YOUR Personal Development

IT is my observation that the weakest link in the sales cycle for most salespeople is prospecting. Most people can do an adequate job of presenting their products or services, if there is a reasonably interested prospect in front of them. But most salespeople simply hate it and they consciously and unconsciously avoid it until imminent starvation pushes them to do it, and they do it poorly

Politicians are fine examples of chasing uninterested ‘prospects’ especially near election time where they forget about the problems and efficient running of the country, in fear of imminent job loss. They enter into slander matches to discredit one another and focus on selling themselves as the best person to run the country the next year. You even get the occasional “flyer” in your postbox from your councilor and you are about as interested, as you are with the Sunday morning “drop in” by Jehovah’s Witnesses.

Prospecting is like presenting yourself to your neighbour only when you want to borrow the lawnmower, their guard goes up, resistance sets in and they perceive you are someone there to get something from them. (and you are) Your not a welcome guest but merely a unwanted pest.

I’m here to tell you: I do not think you should prospect. (Sales managers can lynch me at the bottom of the page) What you need to do is focus on POSTIONING. By that I mean positioning yourself so that good, qualified prospects find out about you and seek you out to obtain your expert assistance in solving their problems.

In Robert Ringers book “TO BE OR NOT TO BE INTIMIDATED.” this highly successful salesman talks about the leapfrog theory which states “ No one has an obligation- moral, legal or otherwise-to “work his way up through the ranks.” If one aspires to great accomplishment, he must recognize that the quickest way to the top is not by fighting his way through the pack, but by leapfrogging over it. In other words the easiest way to eliminate competition is to become the Guru at the top of the mountain with a long line of people clawing and paying their way up to spend time with you. You do this without authorization from anyone else by positioning yourself above and beyond your competitors.

There’s an old story about a featured speaker seated at the head table of a grand function who says to the waiter, “Bring me some more Butter” The waiter says, “Can’t, one pat of butter per person.” “Do you know who I am?” asks the frustrated speaker. “Nope” says the waiter. “Who are you?”

“I am a famous author, here tonight as the featured guest speaker. After dinner, I’m going to share my wisdom with all these people. This group has brought me in at great expense. THAT’S who I am. And I want another pat of butter”

“Well” says the waiter, “do you know who I am?”

“No” admits the speaker.

The waiter smiles triumphantly. “I am the man in charge of the butter”

The point is that we all need to maintain some modesty and some appreciation for everybody else’s right to be important But in positioning yourself and your business for success, you have to clearly determine who you are, then drive that message home to the right market place. The market place will usually accept the positioning you CHOOSE for yourself and present to others

If I can be of future service to you or your company, please feel free to contact me by calling 082 357 6231 or go to www.financial-money-maker.com or you can send a mail to info@zankee.com requesting a free report. For fastest response send a fax to +27 11 462 0535. Our phones are not answered live, leave a message with name, postal address and information requested and I will send you a free report detailing the services and benefits I offer, as well as prove of success

Free of Charge.

Dedicated to increasing your wealth

Detective Dave

082 357 6231

www.financial-money-maker.com

www.davidleslie.co.za

www.zankee.com

http://moneyandu.wordpress.com

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