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If you had too many leads and opportunities, how would you feel?

What TOP salespeople do to create a continuing surplus of prospects - Monday 14 August

Hello Subscriber,

I hope you’ve had a great weekend!

How would you feel if you were starting this week with too many leads and opportunities?

I’m guessing it would mean:

  • You'd be less stressed about achieving your sales goals.

  • You could choose to drop those situations that just aren't a good fit for you.

  • You'd probably have more confidence to ask your prospects the tougher questions that you should really ask.

One thing I’ve seen TOP salespeople do consistently

Over the years, I’ve had the privilege to work with and learn from some terrific salespeople. There’s one thing I’ve seen the best salespeople do consistently. They spend more time prospecting than their less successful colleagues.

And it’s because they’ve learned a HUGE lesson. And what they’ve learned prevents them from making a very common mistake.

Too many salespeople make the mistake of stopping their prospecting when they believe they have created or have been given enough leads. Instead, they should continue prospecting until they have a significant surplus of leads and opportunities.

The lesson learned by top salespeople is to continue their prospecting beyond the point where they might have secured enough leads and opportunities.

They know they need a significant surplus of prospects. Because then, they’ve given themselves the freedom to CHOOSE the ones where they invest substantially more time.

Significant Surplus of Prospects = Freedom to Choose

Reality Check Time

Through this week, your Daily Sales Reset emails are all about prospecting more effectively. We’re talking about your “Prospecting Mindset”.

We’re starting today with a reality check. What proportion of your selling time do you spend prospecting?

Have a look back through your calendar and your notes. Think back to how you’ve spent your days. How much time have you spent prospecting every week in the last month?

Tomorrow, we'll look together at how you can make your prospecting time much more interesting, enjoyable, respectful, efficient and successful!

Here’s one area of practice to emphasise today

Review and reflect on how much time you spent prospecting every week in the last month.

Coaching Focus

  1. Review your calendar, CRM and notes with your sales team leader or coach to see how much time has been spent prospecting.

  2. Have a coaching conversation about how much time should ideally be spent prospecting.

If you have questions or comments, it would be great to hear from you. Just hit reply and send me an email.

Have a great day!

Founder & Leader

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