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Knock Your Socks Off Prospecting

Knock Your Socks Off Prospecting is actually the name of a book.  It was written by William “Skip” Miller and Ron Zemke.

Anyone who is a regular reader of my blog posts knows that I consider myself to be a student of business and how I believe it’s a lifelong study.  Every weekend I am cruising the bookstores seeing what the latest business books are and what I can learn.  This book was published originally in 2005.  From reading the first chapter I recognized that these guys knew what they were talking about when it comes to prospecting.  Here’s why:  The very first sentence starts out with: “Most sales people hate to prospect.  They will do almost anything to avoid it.  They would rather eat dirt.  They would rather break a leg.  They would rather see their in-laws move next door.” This is exactly how most sales people feel about prospecting. The way I have always described it is: “Sales people would rather go to the dentist for a root canal than to prospect”.

In these tough economic times finding new business becomes paramount to survival.

I would suggest that you either go to your favorite local bookstore or order this book online at either Amazon or Barnes & Noble.  Chapter by chapter, page by page, Miller and Zemke break down the concept of prospecting in a simple, logical step-by-step way.  By following their advice your sales people will improve their productivity and learn skills that will make prospecting less painful… and your company more successful in making sales and closing deals.

I am offering a free video series to CEOs, company presidents and business owners  entitled:  How Your Business Can Survive, And Prosper, In The Recession. Video #5 in the series is devoted to Prospecting and Sales.  You can sign up for the entire series on my blog. The videos will be delivered to your email box.  Sign up now!

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