Prospecting and Converting

When all is said and done, sales boils down to two realities.
1. You must prospect.
2. You must convert.
Prospecting is initiating first contact with persons who can do business with you. Converting is working with an eligible prospect until they come to a place of agreement with you about your product or service.
Prospecting is 80% motivation and 20% ability, while converting is 20% motivation and 80% ability.
Prospecting is the primary predictor of sales success.
Are you going to carve out some time every day to initiate first contact with someone who can help you build your business? Your success in sales depends on it.
Prospecting requires raw resources such as motivation, energy, and movement. Converting utilizes refined resources such as skill, precision, and deftness of touch. In either activity, the foundation of success is proper insight and knowledge of the rules of engagement.
This week’s sells meeting I will focus on how to get to the kitchen table, which will incorporate ideas in prospecting, and then in future meetings, how to convert. I hope you'll join me for this week sells meeting.