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The Sales Shrink – Gray Divorce

by Tina Cherpes, Featured Contributor

Group Therapy: Lessons From The Couch – #15

MARY WAS UNNERVED, “For crying out loud I’m gonna be 59 on the first of next month, how many 59 year olds do you know who get divorced?”

Published under the title “The Gray Divorce Revolution” researchers at Bowling Green State University revealed the following statistics. In 1990, fewer than 1 in 10 individuals who divorced were 50 or older. Twenty years later, that number jumped to more than 1 in 4.

sales shrinkWhether we’re changing industries, careers, or relationship status, our ability to successfully transition into a new identity/role often requires deliberate and intentional prospecting.

Following are a few tips to help demystify the prospecting process…

* Know who and/or what we’re looking for. Whether it’s an employer, client, or partner when we’re able to clearly define our target, there’s a greater likelihood we’ll find what we’re looking for.

* Know where to look. Databases, directories, trade publications, and referrals can all be powerful resources when we know which ones to use. And, when we know what or who we’re looking for, it becomes much easier to know which tools to use and where we need to look.

* Do the math. How many calls/visits does it take get an appointment? How many appointments does it take to close one deal? How many deals need to close to keep the lights on? Know the numbers.

* Track the activity to evaluate the results. When we know which behaviors have the biggest impact on our success, it becomes easier for us to know where to spend more (or less) of our time and/or money.

* Have a script but don’t sound scripted. Whether it’s actually on paper or committed to memory, knowing in advance what we’d like to communicate helps us stay focused and steadies our nerve when the person we’re calling actually answers the phone.

Lesson? Whether it’s on a personal or professional level, every sales cycle begins with prospecting. And, while we never have nor ever will be able to control the actions of those around us, we can control our ability to forge meaningful, long-term relationships through deliberate and intentional prospecting.


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