Prospecting is a marketing function

Quote:
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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That's my world and I'm successful - I've never worked in other sales worlds so I have no experence or opinions outside what I do.

What do you mean by "control thoughts and emotions" and what system do you recommend if any for this personal work?

Quote:

Originally Posted by Bald Dog

I think prospecting, that is, generating sales leads, is marketing's function. Salespeople should have a healthy supply of qualified leads that are ready for conversion and they shouldn’t waste their time and talent on pounding pavements, hammering telephone dial pads and combating gatekeepers. But most companies want to save money, so they hire an army of salespeople and send them out to roam the land.

Does this count for real estate agents calling for-sale-by-owners?

Quote:

Originally Posted by melsre

Does this count for real estate agents calling for-sale-by-owners?

Many real estate brokers provide lists of FSBOs.

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Originally Posted by AZBroker

Many real estate brokers provide lists of FSBOs.

I knew that some did and some didn't. What about buyers? Should brokers provide buyer to agents?

Quote:

Originally Posted by melsre

I knew that some did and some didn't. What about buyers? Should brokers provide buyer to agents?

Many real estate brokers generate buyer leads and pass these leads on to agents in their office. Should they do this... that is another topic of discussion.

They can until the agent is able to meet the needs of the buyer. But one thing which might damage the deal may be the buyer fail to revert back if there are too many calls from the agents. I may be wrong!

Quote:

Originally Posted by MitchM

What do you mean by "control thoughts and emotions" and what system do you recommend if any for this personal work?

The one thing people have control over is their own thoughts. Thoughts lead to action and action leads to destiny.

If the salesperson is given company-generated leads then prospecting is a marketing function. The marketing department would generate and then qualify all company-generated leads against a standard and then hand them over to the sales staff. If a sales person wants or needs his own leads then he would be the person responsible for the prospecting activities of generating and qualifying the leads.

Quote:

Originally Posted by Jolly Roger

The one thing people have control over is their own thoughts. Thoughts lead to action and action leads to destiny.

I agree.
However, "attitude" is also an important factor. Attitude directs your thoughts.

Example
Most salespeople have an attitude built around scarcity. They believe that qualified prospects are scarce. Therefore, they are willing to take appointments with prospects that are merely “interested” in their products and services. That results in a lot of hard work and very few closed sales.

Quote:

Originally Posted by JacquesWerth

I agree.
However, "attitude" is also an important factor. Attitude directs your thoughts.

IMHO an attitude reflects, not directs, how you're thinking.

Prospecting is a marketing function

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