In today’s world there are two types of salespeople. VEGETARIANS and HUNTERS
Vegetarian salespeople are 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.
Hunters, on the on the hand, are Fanatical Prospectors who attack the market place. They are relentless and unstoppable – obsessive about keeping their pipeline full of qualified prospects. They are always on the prowl, prospecting day and night, anywhere and anytime—constantly hunting for their next opportunity.
Hunters view prospecting as a way of life. They prospect with single minded focus. They enthusiastically dive into telephone prospecting, email prospecting, cold calling, networking, asking for referrals, knocking on doors, following up on leads, and striking up conversations with strangers.
- They don’t make excuses: “Oh, this is not a good time to call because they might be at lunch.”
- They don’t complain: “Nobody is calling me back.”
- They don’t whine: “The leads are bad.”
- They don’t live in fear: “What if she says no?” Or “What if this is a bad time?”
- They don’t procrastinate
- They prospect when times are good because they know that a rainy day is right around the corner.
- They prospect when times are bad because they know that fanatical prospecting is the key to survival.
- They prospect even when they don’t feel like prospecting because they are driven to keep their pipeline full.
Hunters are acutely aware that failure in sales is not caused by a deficit of talent, skills, or training. Not a poor territory or inferior product. Not subpar communication and presentation skills. Not a failure to ask for the business and close. Not tough competitors and not the economy.
They know the brutal truth about sales is the #1 reason for failure in sales is the failure to consistently prospect. Period. End of story.
What kind of salesperson are you?
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