What is a prospect? For most salespeople, a prospect is someone that is currently looking for the kinds of products or services that their organization provides. With this definition in mind, many salespeople think of prospecting as hunting for people that are looking for them a relatively small number of hard-to-find opportunities. What would a salesperson’s life be like if we turned the typical definition of a prospect on its head? What if we defined a prospect as a person who is not actively looking for your products or services at the time that you call on them? The universe of potential prospects grows tremendously under this expanded definition.
we have found that common disease now infects a huge percent of the salespeople around the world.The disease is phone-a-phobia, the fear of picking up the telephone and encouraging a new prospect to start looking at your product or service. This disease cripples the careers of many salespeople. Phone-a-phobia not only affects salespeople’s ability to develop new sales opportunities, it also adversely influences how they interact with current prospects.