Sales prospecting is where the salesperson makes their money.

Anyone can fulfill orders from customers who call.

Yes, we love business like that, but our focus as a salesperson needs to be on generating sales and profit from customers who would not have found us otherwise.

Here are 10 quotes of mine I use when I’m working with salespeople and companies on sales prospecting:

Until you contact the customer, you haven’t done anything.

It’s prospects that buy; not suspects.

Thinking about a prospect does not qualify as prospecting.

Selling to your mother is not prospecting.

Networking is not prospecting.

The confidence you have going into the sales call will determine the level of profit you have coming out.

The number of sales calls it takes to close a sale is determined more by your own belief system than by the customer’s willingness to buy.

A prospect is not a prospect until they’ve shared with you a piece of proprietary information.

The most valuable part of the prospecting process is your own time.

Answering the phone, and taking an order from a person who is reaching out to you is not prospecting…it’s called customer service

That’s my list. I could go on and on with more, but I know you get the point.  These quotes hopefully will get you thinking, boost your sales motivation and, more importantly, help make you a more effective salesperson.

Remember — taking orders from customers who contact you is not selling. I call that customer service.

True sales prospecting is creating business. Your job is to identify qualified prospects, help them understand their needs and help them gain confidence in you so they will do business with you.

The day of easy sales are over. If you’re waiting for the phone to ring, good luck and let me know how it works out for you. On the other hand, if you’re serious about your profession, get out and start making it happen.

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