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Driving Lessons for Sales Prospectors By Kendra Lee


sales expert Kendra LeeHave you noticed while driving lately how many people don’t look both ways before pulling out of a parking spot, into the street, or making a right turn on red? Maybe I’m more aware of this because it’s teenage permit season again and we have two teen drivers! But it really isn’t the teenagers that you have to watch out for anymore – it’s the experienced drivers!

It seems like these drivers are in such a hurry that they aren’t paying attention. They just want to go-go-go and get to their destination faster, narrowly missing a collision with the other drivers around them. These speed demons are just avoiding accidents.

Yet, you know they’ve been trained …and so do they. They know they should come to a complete stop and look both ways. They know they shouldn’t rush through that just-turned red light. But they’re experienced drivers. They’ve seen it all, so they aren’t too concerned.

And then BAM …an accident.

Prospecting for sales is a lot like driving.

At some point you were probably trained in how to do it right. You learned how to open the call in such a way to grab your prospect’s interest and pull them into a conversation. You learned how to create relationships with gatekeepers so they’d schedule appointments for you. You knew how to handle the prospecting objections.

But lately, many sellers are so busy rushing to get through the calls that they miss an objection, don’t bother with a gatekeeper, or simply stop following up. There will be another prospect. This one was too much work.

Prospecting emails are getting sloppy. Those sales reps know they’re supposed to start with a trigger event and not talk so much about their company. But those emails take more effort to write than they have available. And besides, email doesn’t work as well anymore, does it? Wrong!

These are experienced prospecting sales reps. They know what to do, but they’re cutting corners, rushing through to show how many calls they’ve made or looking for the easy opportunities.

And then BAM … the sales pipeline is empty.

Don’t let this sales prospecting mistake happen to you.

You may have been prospecting for years. Or you may think you have a great strategy. But if you get too comfortable and don’t pay attention, you may suddenly look around and discover you’ve had an accident! Take time to practice the prospecting techniques you know are right but may have let slip.
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Kendra Lee is author of “Selling Against the Goal” and president of KLA Group. Ms. Lee is a frequent speaker at national sales meetings and association events. To find out more about the author, as well as subscribe to her newsletter visit www.klagroup.com or call +1 303.773.1285.