10 Questions to Create a Prospecting Mindset

Aid to the sellers and our CSS 1 in submitting DPMS.  Many no longer submitted DPMS (meaning to
say they were no longer prospecting, neglecting an important task in selling.  Now it it is time
to revive and DO PROSPECTING SERIOUSLY. 

Many say they are busy with other tasks like interment.   It says a lot about their maturity, their
prospecting mindset and mindset regarding their real responsibility at the sbu.  Hence, many lay eggs.

Some are disorganized, a limited mindset staff, cant manage time, cant prioritize, or simply incapable of hard work needed for a goal oriented success prone individual.

Look at Question No. 5... and 6;   and 8 and 9 for excuses and alibi.   It is time to move on to other career if you cant be positive about this list

Ready for my list? Here are 10 questions you need to get serious about.

1. How does the customer benefit from what I sell? Record all of the benefits your customers benefit from when they buy from you. Be specific and include not only the benefit, but also how it helped them.

2. How does my personal style connect with prospects and customers? Record what makes you special and makes you a person with whom people want to engage.

3. How does what I sell differ from other options in the marketplace? Record everything that sets what you sell apart, but do not include price.  There is no place for price in prospecting, so leave it off the table

4. What so I like about my customers? Record all of the things you like about your customers, including things that may include their personal lives.

5. What is the main obstacles in my day that block me from prospecting? Record all of the activities you get caught up in during the day you feel keep you from prospecting.

6. What is keeping you from blocking on your calendar specific time periods each day and week to prospect? You’ll never have enough time to prospect unless you dedicate the time to do it.

7. Are you relying on Marketing to provide you with leads?Why? How good are the leads they give you? What’s stopping you from getting your own leads?

8. Who are the negative voices in my life I need to get rid of? There are people with whom you associate that you really can’t afford to spend time with.  Hanging out with negative people will do nothing but create negative results.

9. What are my personal excuses? OK, here is where it gets personal.  Write down every single excuse you’ve ever had about why you didn’t prospect when you were supposed to.  Write down everything. By no means is this the time to leave anything out. When you’re done with the list, look at it closely and realize you are in control of everything.

Every excuse is your excuse. It doesn’t belong to anyone else. Each one belongs to you.  Your objective is to accept responsibility and NOT allow any one excuse stand in the way of you prospecting.

10. Who will hold me accountable? If you want to succeed, you must be willing to be held accountable. Who can you have as your partner? I like to say how sales is not a solo activity, but rather it’s a team sport, and you need somebody on your team. Who will you ask who can hold you accountable?

Take these 10 questions to heart and use them to propel you toward a more solid and productive prospecting mindset.

RRURAC:    Read, Respond, Understand, Reflect, Apply and Check   SBUS and their staff are obliged to vist the said site to comment.  It is a way of having shared learning

BIDDA:    BELIEVE INSPIRE DREAM DO ACHIEVE

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