Prospecting paralysis, that feeling of dread and avoidance when it’s time to find new clients, is a common challenge in sales, especially in the merchant services industry. Overcoming it is crucial for success… unless your career goal is to become intimately familiar with the taste of ramen noodles and the subtle art of dodging your landlord.” Follow these ten tips to Overcoming Prospecting Paralysis.
From the Home Office in Prospect, Kentucky, here are this
Friday’s Top 10 Reasons to Overcome Prospecting Paralysis When Selling Merchant Services
10. Avoid the “Fat and Happy” Syndrome: Big deals are great, but they can lead to complacency. Prospecting keeps your skills sharp and ensures a consistent pipeline, preventing future slumps.
9. Don’t Be an “Undercover Agent”: Embrace your role! Hiding your profession limits your opportunities. Be open about what you do to expand your network and potential leads.
8. Don’t set unrealistic expectations: Setting goals like “I am going to make 5 sales this week.” can be demotivating if you do not hit this goal. Consider setting goals for effort like, “I am going to walk into 100 businesses.
7. It’s Not Personal: Rejection is part of the job. Don’t take it to heart. Each call or interaction is a new opportunity.
6. More meetings: Overcoming prospecting paralysis can help you fill the pipeline with enough meetings, so that you always have potential customers to speak with.
5. Establish credibility: Building trust in sales is important. Prospecting and building relationships can lead to long term relationships and referrals.
4. Be a Trusted Advisor: Position yourself as a helpful resource, not just a salesperson. Understanding their challenges and offering solutions builds trust and rapport.
3. Improve Customer’s First Impression: When a sales professional offers meaningful value and requests nothing in return, the customer develops a positive association with the sales professional.
2. Keep an Eye on the prize: Think of prospecting as a customer walking into your store. What would you do to help them? Do that!
And the # 1 Reasons to Overcome Prospecting Paralysis is …
1. Future Proof Your Income: Consistent prospecting ensures a steady stream of potential clients, leading to a more predictable and sustainable income. Without prospecting, you leave your success to chance.
So, take a deep breath, channel your inner sales superhero (cape optional, but highly encouraged for dramatic effect when walking into a business), and remember: every “NO” is just a scenic route to a “YES.” And every business you don’t talk to is a missed opportunity to tell them how awesome you (and your quiver of payment options) are.
Would you like me to elaborate on any of these points? Let me know in the comments.
Have a great weekend,
David
Payment Lynx Daily 