Sales Prospecting Lesson One: Solving the Problem of Prospecting

This lesson discusses the importance of sales prospecting and gives you a general breakdown of the Prospect Factory approach as well as additional information that may be of help to you regarding prospecting in general. More detailed information is provided in the actual book itself, but this information will help to get you started!

Let’s start by giving you my definition of prospecting. Simply put,

“Prospecting is the process of finding new and potential buyers for the products and services you sell.”

New business is the lifeblood of any business or sales career. No business stays in the same place for long. Eventually, you are either growing with new business, or you are going backwards. Something people hear me say a lot is that,

“…prospecting is one of the most important yet most difficult tasks a sales or self-employed person must do in order to achieve success.”

I also like to point out that there is no such thing as a successful salesperson who has not somehow solved the problem of prospecting.