Sales fundamentals

Sales Fundamentals

In times of crisis such as the one the global economy is currently facing, among all the talk about derivatives, toxic investment products etc, one need only look at basic concepts which had they been thought of in time, they would have certainly saved more stitches than nine.

Adherence to sound basic principles and practices is equally important whether you are dealing in high finance or in sales. In selling, one of the fundamentals for success - and perhaps at the same time the most ignored of them all - is the process of Prospecting.
What is Sales Prospecting? Simply put, it is the pro-activity that puts you in front of a potential customer.

Research has shown that most salespeople prefer order taking from existing company clients instead of pursuing entirely new business. Of course client or account management is extremely important, but equally important is new account development for a company’s continuous long -term growth and success. Repeat order taking does not usually involve the process of Prospecting, the effects of which research by Dudley and Goodson of BSRP Inc. have shown to be responsible for 80% of all new sales people quitting during their first year in sales.

The need for continuous prospecting is also responsible for some high achievers quitting at the peak of their careers. Why? Because to the unprepared, prospecting can be psychologically brutalising, regardless of sales training received or years of experience.
Prospecting fear, afflicting salespeople as one or more of the twelve known types of Sales Call Reluctance ®, prohibits otherwise capable, knowledgeable and willing salespeople from meeting enough clients and thus stops them from earning what they truly are worth. To those that have been taught how to deal with it, it feels is as if a secret portal has been opened transporting them daily before new customers on a new-found path to higher career and financial success. To those that choose to ignore it, success is never what it could have been.

So now that the world economy is in a turmoil, take a minute and think about your own sales fundamentals. If like the  economy they are not in such a good shape, ask yourself how well you have looked at the basics of successful selling: Yes, your sales people can Introduce, Inform and Influence, but can they also Initiate the business? If not, may be it is time to look ahead and apply Prospecting remedies before Sales Call Reluctance® among your salespeople become