Module: Getting Started Session Number: 3
Session Title: What is Prospecting?
Prospecting is a skillset you build that allows you to help potential customers recognize a problem they have that they may or may not be aware of. Over the course of the process, you’ll help make the prospect aware of the problem and of the potential solution you can provide.
As an example, many of our customers don’t recognize that they have a struggle with their sales efforts. They assume that they are effective and that the techniques they are using are the best ones. They don’t yet recognize that they have a problem, so our job is to make them aware of the problem.
Some of your prospects recognize that a problem exists, but they have put a Band-aid on it because they haven’t been persuaded to fix the problem yet.
Other prospects will know they have a problem and they’ll know they need to fix it but they aren’t sure how to go about doing it.
In every case, you’ll help them recognize their challenge and then you’ll offer a solution.
We’re going to help you develop the very best process to help you find those customers. We’re going to give you a systematic process that will give you the confidence to execute over and over. You must implement and practice the processes in order to be successful.