My last sales blog post was part 1 of a 4 part series on prospecting styles where I discussed and provided sales tips on the “Hope-And-A-Prayer Prospector.” There are four types of prospecting personalities and we use all four at one time or another. However, we tend to gravitate toward one style. I’d like to now introduce you to the second type of prospector.

“Don’t allow your sales manager…to force you to grind through endless and worthless lead lists.”

Confusion Reigns.
The second type of prospector is the “Going-Through-The-Motions Prospector.” The sales professional who has this as their predominant style is confused. They’ve confused activity with results and tasks with objectives.

These folks tend to view prospecting as an end unto itself, and we’re all guilty of at least occasionally prospecting in this manner. Their goal is prospecting instead of creating new customers who buy products and services. Just the labors of prospecting give them a feeling of accomplishment.

Why This Is Bad.
There are several things about this style that can get you in trouble:

• Prospecting activity does not pay commission at most companies, no matter how much you’re doing.
• It can take your focus off the real goal which is to create more business.
• It creates a false sense of accomplishment.
• Your sales relationship skills can suffer because you’ve turned prospecting into a numbers game where all that’s being gained is activity.

Sales managers are frequently guilty of enabling this type of prospecting style, by the way. The louder a sales manager screams, “Sales is just a numbers game,” the more likely he or she will be encouraging this prospecting-activity-is-everything mindset.

Sales Blog Tips For Breaking Out Of This Rut.
It’s easy to extinguish this prospecting style by getting into the following habits:

• Research your prospects before contacting them, which will make you more effective when talking with them. It will also help you to see them as more than just another entry on a cold call list.
• Carefully monitor your closing ratio (new accounts divided by prospects contacted) and compare your result with other sales professionals in your office.
• This is subtle but important. See your intention when prospecting as acquiring new customers and nothing else.
• Don’t allow your sales manager or others to force you to grind through endless and worthless lead lists.
• Take responsibility for generating your own leads. This will take more time, but you’ll end up with better quality prospects and you’ll have ownership of the entire process.

Stay tuned for the third type of prospecting style in my next sales tips blog post.

©2010 Scott R. Sheaffer

Related posts:

1. The 7 Basics of 21st Century Prospecting, Part 4 of 4
2. Yesterday’s Ineffective Prospecting, Part 3 of 4
3. Prospecting By Hope-And-A-Prayer, Part 1 of 4

Tags: Prospecting, prospects

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