You can’t sit around waiting for prospects to call you because they won’t and they don’t have to. Your competitors and superstar salespeople are already calling them. If you want to make your number you’ve got to get out there and hunt for new business.
Some salespeople are just “order takers” who sit around waiting to get lucky. They whine and complain about not having enough leads, competitor’s dropping their prices, prospects that aren’t buying, not having the right products, and are always looking for an easy way out. They have somehow deluded themselves into believing that they are owed something.
Fanatical Prospectors attack the market place like true hunters. They are relentless and unstoppable – obsessive about keeping their pipeline full of qualified prospects. They prospect anywhere and anytime—constantly turning over rocks looking for their next opportunity. They prospect day and night—unstoppable and always on.