As you’ve probably guessed by reading the title of this article, this isn’t the first time I’ve written about the lies that prospects love to tell. And in all honesty, I’m pretty sure it won’t be the last. That’s because, particularly here in Britain, prospects often lie to get salespeople off the phone. Sometimes it’s because saying no to someone straight away can seem bad mannered, blunt and, and downright rude
It’s one of the toughest, but most important aspects of being a salesperson. It can be disheartening, but it’s what gets the ball rolling. If you’ve got a product to sell, you must have the people to sell it to. Customers aren’t going to fall at your feet, you have to get out and hunt for them.
We’ve put together our top 6 ways you can make the prospecting process go a little smoother:1. Have a plan
Staring at Google or a dated trade directory for hours will not find you business. You need a concrete plan for prospecting before you even get started
One of the strangest conundrums in the business world (particularly here in Britain) is that we’re always so focused on being polite to people that we lie to them, in fear that the truth will be offensive. This, in part, explains the blunt nature of most successful salespeople, who seemingly love to cut to the chase. Unfortunately, not everyone is as blunt as your average salesperson, and so for the foreseeable future, we’re going to have a business world filled with really nice liars- an oxymoron if I’ve ever heard one