Problem: Many salespeople wish there was a secret formula to prospecting successfully for new customers. We often hear salespeople moan, “If only more people would listen and talk to me. We know they would buy our service.”
Analysis: Prospects are bombarded with sales messages and buying opportunities. One recent study estimated that on average each of us is exposed to more than one thousand messages every day. Add to this the complexity and pace of business, prospects have no real way to cope but to screen out much of what they hear and see. Further, prospects buy for their own reasons and at the time that is right for them-not for your reasons or timing.