When you were in elementary school, did you ever read the book Little Ann and Old Dan? It is a story about two coon dogs. It is heart warming and a tear-jerker.
Good salespeople are like good coon dogs. Please do not get offended by my calling them “dogs” — I say this is the most respectful way.
A good coon dog never barks up a tree where there is no raccoon. Excellent salespeople know who their ideal prospect is and they do not go places or prospect unless they know that their prospects are there. Sometimes, salespeople get sideways and lose their focus and are off the mark with their prospecting. No wonder they are not succeeding and get frustrated.
Have you developed your “sense” for prospecting? It can be developed. It gets fun and proves to be profitable.
