Sales prospecting and the silver square

ProspectingDeveloping your pipeline and sales process

Tuesday, 10 September 13

The modern hunter

As a sales professional you are the modern day hunter, the breadwinner of the tribe and a vital part of the business eco system.

An African tour guide made an observation about how capitalism has changed the evolutionary rules in the western world....From ‘survival of the fittest’ to ‘survival of

the richest.’ .


Ideas and beliefs are the new strand to

the evolutionary story.

The way we sell and prospect is at the coalface of this rapid change.


4 sides of the squareImmerse - To reach great heights one must have strong roots. To sell to a prospect you must think like your prospect.

Focus - Red Indians used to perform ceremonial rituals to give their hunters special abilities, such as vision like a vulture and the power of a panther. Of course they did not really posses those powers, but in a trance like state they believed they did and thus their own focus would be infinitely more sharp. The ability to block out distracting thoughts and ideas and focus on a goal is one of the key attributes of a successful hunter.

Bravery - A warrior or great hunter does not go into a forest looking for food, whilst full of fear. Fear in a sales environment prevents focus. Fear is the enemy of the prospector.

Action - Strike while the iron is hot - Prospects are like food in your fridge, they perish. You need to be contacting prospects early, often and if the enquiry is inbound then immediately. There are other examples of this saying, such as ‘the early bird catches the worm’. They all mean the same thing, be first and be quick.


Louis Pasteur, "luck favours the prepared mind"


Preparation

Read at least one article or column a day that is useful to your job

Plan tomorrow at 5pm today


Stop selling and start educating

1. Become an expert in the area you have immersed yourself in

2. Be an educator (use step 1 in the previous slide to post links to articles you have read to your clients or social media connections.

3. Use more marketing channels (Print/email/social/call/PR/referral/networking/tradeshows)

4. Create a 'dream 100' list and market to those people on a weekly basis


Sales prospecting and the silver square

Business

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