3 Simple Ways to Make More Money … Today

It may seem counterintuitive that you could make more sales in financially hard times, but it’s possible, and even probable, when you invest your time in activities and strategies that pay off.  Conditioning and consistent practice are essential for achievement of your goals. Pro athletes, doctors, and other highly skilled professionals go through consistent conditioning to reach high levels of achievement, and so must you in your quest for prospecting success. 

 

This is where personal development comes in. The largest investment you will make to master prospecting is the time you spend on personal development. Only through
consistent practice can you complete the learning process. Three strategies in particular will condition you for taking full advantage of the principles of prospecting magic: using affirmations, sharpening your people skills, and practicing what you learn.

 

Strategy #1 — Use Affirmations

 

Affirmations, a form of self-talk, are the single most powerful tool you have to condition yourself for prospecting. Self-talk is what you say when you talk to
and about yourself. It includes the things you say aloud as well as the things you say internally.

 

Self-talk works because the subconscious mind will focus on the most dominant message; when we hear the same message repeatedly, it becomes the dominant
message. The subconscious mind, which does not distinguish between fact and fiction, is the gateway to our beliefs. Our beliefs determine our actions, and, in turn, our actions determine our results.

 

When we first get involved in sales, most of us have at least some beliefs – or hang-ups – that inhibit our prospecting efforts. For example, a hang-up might be
a belief that you must take advantage of or manipulate people into buying or that people won’t be interested in your product or service because they can’t afford it. Those beliefs are false, but they can severely
limit you. By applying affirmations, you can override unproductive beliefs with productive ones.

 

Strategy #2 — Sharpen Your People Skills

 

Your ability to relate to different people has a direct bearing on the success of your prospecting efforts. When it comes to approaching strangers, quick connections are invaluable. By developing your people skills, you will be able to relate quickly to a wide range of prospects, regardless of their financial situation.

 

People skills are crucial; reps with underdeveloped people skills often drive prospects away in the first encounter. People skills are not innate – they must be intentionally developed.  Utilize the tools and resources of books and audio programs, such as Dale Carnegie’s How To Win Friends & Influence People, to learn about improving your people skills. Simply put, learn to become a better you.

 

Strategy #3 — Practice, Practice, Practice

 

It’s true: practice makes perfect. When it comes to prospecting, perfection is optional - practice is not. Proven time and time again, the more you do something, the better you get at it. Importantly, practice will help you overcome the fear. For many, sales can be intimidating. The most intimidating aspect of sales for most people is the prospecting process.

 

Some important things to keep in mind: fear comes from a lack of knowledge, knowledge comes from experience, and experience comes from practice. The more you
do, the more you learn. As you gain experience in prospecting, you will come to the earth-shattering revelation that all prospects basically share the same responses. The fact is that the list of prospect objections is actually quite short. With experience, you will learn how to deal with the most common responses so that you can prospect effectively.

 

Using these three basic strategies of using affirmations, sharpening your people skills, and practicing what you’ve learned, you will be applying your prospecting
knowledge and completing the learning process.  There is no better way to become better at prospecting than practicing. And there is no better way to guarantee sales success in tough financial times than
perfecting your prospecting through personal development.  Becoming a better YOU makes YOU a better sales professional, and will help you make more money…TODAY!

Russ McNeil has honed the skill of prospecting to a razor edge. The time to make more sales is now, and you do that by becoming a master prospector. If you are ready to start selling MORE, sign up now for Russ' 9 week e-course, Too Much! How To Never Run Out of Leads, at www.theleadingedgepublishing.com.