Prospecting is a marketing function

IMHO, Finding and Landing the "7-10" is where the money is at.

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Originally Posted by AZBroker

IMHO, Finding and Landing the "7-10" is where the money is at.

AZbroker does "landing" mean selling?

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Originally Posted by Marcus

AZbroker does "landing" mean selling?

It depends on what "selling" means to you. Landing to me means converting the "7-10" prospects into satisfied clients through sales activities (qualify, present, close, ...) so for me landing and selling are synonymous.

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Originally Posted by AZBroker

Landing to me means converting the "7-10" prospects into satisfied clients through sales activities...

Landing... I like that. On more than one occassion I've been one of those prospects that was ready to buy but didn't get "landed". The salesperson screwed up an easy sale.

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Originally Posted by Marcus

AZbroker does "landing" mean selling?

"Landing" a sale is analagous to landing a fish. It usually involves a lure, a hook, and a loss for one or both of the parties.

Here's what I do - I've been with a network marketing company ten years and I prospect which means I market what I have to offer people. I offer them a couple of benefits of what I market and they tell me if they want to know more or not. If they do we go from there.

When the sale is made or the distributor sponsored no one has landed anyone - it's been a mutual ageement all the way. It took me some time to work like this but it's the most comfortable free-from-stress way I've worked in what I do.

You cut out the crap and offer somebody something he or she either wants and is willing to buy or not - at the time.

MitchM

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Originally Posted by JacquesWerth

"Landing" a sale is analagous to landing a fish. It usually involves a lure, a hook, and a loss for one or both of the parties.

Some people might see it that way. I'm not one of them.

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Originally Posted by MitchM

You cut out the crap and offer somebody something he or she either wants and is willing to buy or not - at the time.

This is a given and there is more to it than that. Salespeople can and do lose legitimate deals by their own thoughts and actions. Maybe the salesperson is having a rotten day emotionally or is intimidated by the size of the sale or any of the many other mental roadblocks that get in sales people's way. This is the human condition. The sooner salespeople recognize this and learn to control their thoughts and emotions the sooner success in any endeavor will be realized.

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Originally Posted by Jolly Roger

Salespeople can and do lose legitimate deals by their own thoughts and actions.

Agreed. More opportunities are probably lost because of "attitude" than "skill".

We have a guy in our office who is going to lose his job if he doesn't keep walking his ups. One of the ups he walked bought the listing they came in on but bought it through an agent from a different company.

Prospecting is a marketing function

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