The successful prospector

Optimism

Two of the most important attributes of sales person who is prospecting, and in particular cold calling, are optimism and resilience. You have to keep on believing you will find a customer whilst receiving seemingly endless rejections (some of which may not be very pleasant).

An attitude of liking people also helps. When you talk with another person you quickly pick up on whether they like you or are treating you as just another person -- and you are much more likely to do business with those who like you.

Persistence

And the successful prospector digs a lot of holes, and digs them quickly. If you have the basics, prospecting is often just a numbers game.

Also when you are talking to someone who seems disinterested, the longer you keep talking with them, they more likely you are to convert them. Whilst it is important to qualify out those who are unlikely to buy, you may also be able to persuade those who are uncertain to take the next step. This is a riskier move as many who are convinced now may regress later, but depending on your sales situation just speaking to a person may be a significant gain, in which case a longer discussion is usually desirable.

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The successful prospector

Optimism

Instinct

Persistence

Process

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Disciplines

Techniques

Principles

Explanations

Theories

And