The 7 Feelings Every Salesperson has when Prospecting for New Business

Selling advertising and marketing is no easy task. It is not an easy task no matter how effective your strategy may be. It’s no easy task no matter how easy anyone tells you it should be. Ask pretty much any sales executive the solution and he will likely say “prospecting.” That is the single word that will stop even the most seasoned salesperson in their tracks. “All you need are some new prospects.” Gee thanks. You just saved me a grand on that Tony Robbins seminar. Ask any veteran sales professional for prospecting advice and he may hand you the yellow pages or simply mouth the word “Google.” After all, he probably had to do it that way. Of course, anyone who has ever worked in sales understands the importance of proactive prospecting, but even the best salesperson is human at the end of the day, right? Inevitably, even the greatest prospecting efforts will hit a roadblock of some kind, leading to a very real struggle with one of these seven emotional stages. Avoidance Sales executives know when you are avoiding prospecting. They were probably experts at it themselves.  Avoidance is so troubling because it is so easy to do. “Sorry, can’t prospect today. I have lunch with my favorite client…again.”Avoidance is also known as “putting it on the back burner.” The problem is your sales pipeline will never heat up if you keep putting prospecting on the back burner. Distraction Distraction is similar to avoidance, but less purposeful. Distraction is the squirrel to your dog. It can happen without you knowing it. Distraction is that email with a Groupon offer you simply can’t resist. It’s...
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