“The best way to sell prospects is to treat them the same way you treat your customers now.” Some salespeople hear that message so frequently they consider it a basic selling rule. But it’s a major mistake.
Prospecting
While prospecting is crucial for keeping the sales pipeline full of potential customers, it’s also one of the more difficult tasks for salespeople to motivate themselves to do. Why? Because salespeople would rather be closing sales than running down leads. It’s only natural. But you can’t be a top salesperson without also being a top prospector.
