| Professional sales training: | | | | programs don't teach that high rejection rate |
| The sales meeting had just ended and Sam was | | | | approach," Tom explained. "They use the almost |
| hanging around until most everyone left. Tom the | | | | no rejection prospecting approach which goes like |
| sales manager who conducted the meeting was | | | | this. |
| gathering his paper work from the meeting. "Boss | | | | "Say you're sitting at a ball game waiting for the |
| I have a question for you," Sam said a little | | | | game to start. And you turn to the person next |
| hesitantly. | | | | to you and just start small talking. Then you say, |
| "What's up," Tom responded with a smile. | | | | 'By the way I'm Tom Canfield.' And then they will |
| "I know what you say about the importance of | | | | typically introduce themselves because you did it |
| prospecting is true but I still find it a very difficult | | | | first. |
| thing to do," said Sam. | | | | "Then you say, 'I sell cars for ABC Motors, what |
| Tom responded, "I don't understand, prospecting | | | | line of work are you in.' Then they tell you. |
| is a very fun part of sales. How are you doing it?" | | | | "Next, one of two things typically happens. |
| Sam explained, "When I'm in a public place like a | | | | "If they are in the market for a car they usually |
| gas station or grocery store I simply walk up to | | | | want to talk to you about it. |
| people and ask if they want to buy a car. The | | | | "If they don't bring up the topic of cars you can |
| people I approach are always not interested and | | | | simply ask them for their business card and give |
| many of them look at me like I'm crazy." | | | | them one of yours. Then you put their |
| Tom laughed, "Now I understand why prospecting | | | | information in your data base of prospects and |
| is very difficult for you. Prospecting is so much | | | | now you have someone to follow up with in the |
| simpler and easer than you are making it. | | | | future when they are ready to buy. |
| "Prospecting in my book is just three things. It is | | | | "You'll make adjustments in this approach |
| letting people know: | | | | depending on the setting you're in, but it is really a |
| - Who you are | | | | very simple and effective way to prospect," Tom |
| - Where you work and | | | | concluded. |
| - What you do for a living | | | | With a look of relief Sam said, "Now those are |
| It is not going up to a total stranger in Wal-Mart | | | | prospecting sales tips I can do." |
| and asking them if they want to buy a car." | | | | Your professional sales training prospecting action |
| "But in a sales training class once a guy told us a | | | | item: |
| story and that is how he did it," Sam said in a | | | | Casually tell one or two strangers a day: who you |
| puzzled tone. | | | | are, where you work, and what you do for a |
| "That approach may make for an interesting | | | | living and watch your customer base and sales |
| story but the real professional sales training | | | | grow. |