The Chinese definition of insanity is, ?oing the same thing over and over, but expecting a different.?br />
         How appropriate for Prospecting. I talk with sales people all the time who have trouble with Prospecting, yet continue to Prospect the same way. I don? bother to ask them why, since that is a bad question for any sales person to ask ?it forces someone to defend what they have done, which tends to reinforce their actions ?so I simply make a suggestion.

         I suggest that they may have more success with their Prospecting efforts if they do their Prospecting differently.

         Most of us in sales are taught sales skills all the time, but are never taught how to Prospect. That doesn't make much sense since Prospecting is the only way we can get into a situation where we can actually use those selling skills!

         So most of us are on our own when it comes to Prospecting skills. We need a System for Prospecting. A learnable, repeatable, measurable system that we can use and evaluate easily.

         Since most of us are never taught how to Prospect, I find that sales people are open to these new ideas. It will take a commitment on your part, but ROI is great.

         Once they learn or create a system, their Prospecting success will show exponential growth.

         An additional benefit, we will avoid the hills and valleys of sales by Prospecting on a regular basis, so they always have plenty of prospects in the system to work with.

         In conclusion, if your Prospecting efforts are not yielding the results you want and need, stop doing the same thing over and over, but expecting a different result. Try a System, to show that you are really not insane.

         Sell well and often!

         Copyright 2006, WJ Truax

         ABOUT THE AUTHOR

         Bill Truax
www.BlitzCall.com
Bill@BlitzCall.com
800-253-1214

         Bill is a Sales Management and Field Operations Consultant based in Cleveland, OH. He has 3 books and 2 CDs on prospecting, he also trains managers, conducts seminars and workshops, and makes calls in the field with sales professionals all detailed on is website http://www.BlitzCall.com