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So Many Prospects… So Little Time!

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in The 60-Second Sales Seminar

As a dedicated sales professional, you're always on the lookout for more effective ways to identify and contact prospects. When you hear about a process or technique that is working particularly well for another salesperson, you can't wait to try it.

On the surface, that may seem like a good thing - taking the initiative to try something new with the goal of bettering the result of existing efforts. It may be a good thing, but it could present two significant problems. The first problem is this: if you're continually trying new strategies and tactics, you may not be giving sufficient time to any one to realize maximum benefit. Before you've invested enough time and energy to "hit the mother lode," you abandon the effort and you're on to the next "big" idea. The second problem: you try several strategies at the same time. By doing so, you spread yourself too thin. You lose focus and dilute your energy. You are working hard with little result for your efforts. You become discouraged and give up. Even if you don't intentionally give up, you're destined for failure. At some point, you run out of energy and all the plates you're trying to keep spinning come crashing down.

When you're exposed to what you believe to be a good strategy... a good idea, do your homework to make sure it is appropriate for your situation. Then, focus... focus... focus and stick to it until you achieve success.

Sometimes, there is a point where it doesn't make sense to pursue an idea any longer. But before you abandon it and move to the next strategy, make sure you have exhausted all efforts. When you are discouraged, the grass will always look greener with the next "great idea," but looks aren't everything.

Focus, determination, and patience are the keys. David Sandler once said, "It's almost always the decision maker that makes the decision work, not the choice which makes the decision work."

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