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Waiting for a Call

One of the highest profile expenses in your company is your sales department. It is always a major perception issue when your staff sees sales people sitting around the office. These people are often and if not the highest paid employees, they certainly are the most exposed. However, they are also the ones that have the most to gain by winning new business.

Oddly enough, they are usually the least likely to pick up the phone and prospect. Most sales people hate to prospect! They will do almost anything to avoid it. They would rather eat dirt! This fear and loathing of prospecting is so engrained that they will never be persuaded to love it.

Prospecting is an art! Prospecting is for what is called the ‘Rainmaker’, the one that finds new leads, cold calls and get prospects into the sales funnel.

In a world of rapid change, making initial contact with the right people is a daunting task. Even when contact is made, today’s business environment provides multiple roadblocks (Spam, Gate Keepers, Call display etc). When contact is made, your sales person has less than 30 seconds to make a positive impression about you. They need to make an introduction, introduce your solution, identify the right contact, listen, and move the suspect through the sales process.