Episode 18
The Psychology of Prospecting
In this episode we talk about the psychology of prospecting. Prospecting is a vital process woven throughout the sales cycle steps. It is also one of the most difficult for your reps to master. Sabine and Heather will give you an in-depth understanding of the psychology of prospecting and talk about the mindset your reps need when prospecting. In the Say That Again segment, they role-play a conversation where the FR wants to get better prospects.
Episode Highlights
2:24 I always tell our FRs that everybody wants the prospects who are at the peak of their success, but if you get them when they're just starting out and showing signs of success, those folks will stick with you when they reach their peak of success, because you believed from the start that they would get there and there's a lot of power in that.
3:06 Granum is adamant that quantity leads to quality. The more prospects the FR gets, the more likely they are to find some great ones in there.
8:31 We always tell reps to ask 100% of their kept appointments for referrals and they know they should. Why don't they do it? Well, I think one of the reasons that I've uncovered over the years is the language.
11:39 Updating people around prospecting is just the professional version of that, right? People appreciate it, because one of the biggest fears that people have when they give a Rep name is that the people they referred will get mad at them for some reason. So by updating them, you actually alleviate that fear and reinforce that they did something good.
14:37 You know the interesting thing is, sometimes it's the same people that will give you names over and over and over again because they're comfortable with it, they have no problem with it.
18:09 Force your reps to roleplay. Make them step outside their comfort zone.
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