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in this video i'm going to show you three sales prospecting secrets you can use to start generating more meetings and close more deals and you want to make sure you watch this video until the end because if you are missing just one of these secrets it's going to mean the difference between a sales hero and a sales zero what's going on everybody it's patrick dunn here before we get started make sure to give this video like subscribe and let's go ahead and dive right in now the first strategy and secret i have for you is that you're gonna want to keep your pipeline full although this sounds very obvious it's actually a common pitfall i see so many people fall into here's usually what happens for most sales people right especially if you are someone who has to generate your own leads and you have to close deals so if you are generating leads whether it's cold call linkedin email whatever it is you're doing the work you're generating means you're booking meetings and then what's going to happen let's say you do it for 30 days is that you're going to be so busy doing demonstrations following up negotiating and actually closing right and what most salespeople fall into the trap of is they say oh man i'm so busy you know trying to close deals doing meetings i don't have time to prospect and so they just focus on closing closing closing and maybe they do maybe they don't depends on the situation and then after a month or two of just focusing on closing maybe they close one or two deals from there they're gonna be like oh wait uh i don't have any more deals in the pipeline so i did pretty well in this month but the next month i got nothing i got start over from scratch again right and they go a month or two without selling anything and then they go into the cycle of i got sales i got no sales i got sales i got no sales right and so the challenge here is that you know a lot of people have trouble finding time to generate leads and actually doing the work of closing and so one of the secrets i have for you is to always keep your pipeline full so look if your job is to generate meetings and close to you so you have to understand that no matter how busy you are with the actual process of you know getting on the phone and closing people and negotiating and things like that you will always have to be prospecting right because this is generally how it works when you do any type of prospecting for let's say 30 days the work you do for those 30 days was is going to extend to the next month because you know those leads become you know qualified meetings and it's also going to extend to the next month right so doing prospecting for let's say 30 days might be good for another 60 days might be good for another 90 days right and if you stop sales prospecting after those 90 days or 60 days you got nothing so you always have to keep prospecting so you constantly get your pipeline full with new opportunities right because the more opportunities you have the more abundance you have and you don't act desperate for your prospects you don't be like oh please i hope they buy something it's more like you have so many people to work with that they don't buy who cares move it to the next person and so how you want to fix this if you do have this problem is that you always want to dedicate a specific time for sales prospecting usually the best hours i find is that you want to do in the morning and then late afternoon right and i would actually prioritize the morning because that's where people from from my experience you know are more likely to pick up the phone respond to cold emails and things like that so i would dedicate a certain amount of hours prospecting in the morning every single work day save all your meetings and things like that for a different time slot but you want to make sure you keep the time slot where you're always prospecting every single day and you don't let anything distract you no matter how busy you get that's just what you have to do in order to keep your pipeline full now the next secret i have for you is you're going to want to counter your paralysis with momentum now the problem i see a lot of beginner sales people have to be frank is that they get paralyzed by fear right when they have to make that cold call or they have to send that cold email they just can't push themselves to actually do it and you know back when i worked at oracle what i saw on the sales floor was that you know when we're you know doing prospecting everyone on the floor is supposed to be doing some kind of activity i would see people come into work late you know maybe they're 10 20 minutes late and then they're eating a lunch at their desk and then they go oh you know you know everyone's supposed to be cold-calling but i'm going to go ahead and get a cup of coffee and then oh i see my friends at the kitchen hey what's going on have a conversation and then they you know talk for about 10 minutes about how hard this job is and they go back to their cubicle and they're just like okay well let me go ahead and review my script before i make a phone call and then next thing you know like an hour has passed since they've gotten to work and they haven't made any calls yet and a lot of people i noticed fall into that trap where you know sales is kind of scary for some people it's kind of painful because you have to deal with a lot of rejection and because of that you know a lot of times we may paralyze ourselves in this fear and we do all these things that distract us and we procrastinate and we do everything except actually making that phone call or actually doing any type of sales prospect thing right and i understand i empathize i've been there it's scary but what i was able to do for myself to solve this problem and what i helped other people do is you want to just build that momentum you just want to take one step forward right because you know human beings are creature of momentum when we get rolling things get a lot easier over time so if you're having trouble and you're not doing sales prospecting as much as you want to well i would recommend just setting a specific time where you're going to say okay 8 a.m no matter what without fail i have to make one phone call i just gotta make one phone call okay 8am i don't i can't come to work late i can't you know mess around and get a cup of coffee during work if i want to do that stuff i got to do before 8 a.m but 8 a.m i'm gonna be at my desk and i'm going to make that one phone call and what happens is that when you do that and you make that phone call you realize oh that wasn't so bad right especially if the person they didn't even pick up the phone a lot of times we're so afraid to even make that phone call and the other person doesn't even pick up the phone right so just make that phone call whatever it is probably won't be that good because it's the first one you're warming up okay and then once you make that first step you dial another number and then you make another phone call then you dial another number and you make another phone call right and you just build that momentum over and over and eventually you know you're gonna get to 20 30 50 whatever the number is and whatever is normal in your you know specific sale but that's essentially what you want to do to build that momentum and even if you're doing let's say social selling on linkedin or if you are sending cold emails let's say code email for example you know it's building a list and sending out the code email so write your email and then set a specific time saying this is the day and time i am going to send my code email to this customer and just schedule it and send it and off away you go there's no need to be afraid nobody cares you know if you send a bad email nobody cares they're just going to ignore it whatever they might say something mean who cares you know you just move on get the learning lessons to see what works and what doesn't and you just keep moving on but the most important thing especially when you're starting out is just build that momentum because that momentum will snowball and then you'll find that you know it's not as hard as you think you just have to get started now the third tip that we're gonna have for you is you're gonna want to focus on sales now if your job is to generate meetings and close deals in some capacity you're getting paid as a professional seller you're not getting paid to you know update your crm you're not getting paid to have unnecessary meetings and chill with your friends and talk in the kitchen and get a cup of coffee you're getting paid to sell so if you're getting paid to sell well what should you be focusing your time on selling now i know this sounds super obvious i totally understand but i find that the difference between people who are really great at sales and people who are just you know kind of okay getting by is that they're just not focused on the right thing especially for sales you know there's a lot of administrative work that comes with sales especially if you're doing sales prospecting there's updating your crm building a list having meetings with your manager and doing some paperwork that somebody passes to you right i've been there there's so much unnecessary paperwork um and some some of it is actually necessary you have to do it but you have to understand that your job is to sell so like i said before when you time block when you dedicate specific periods of time during your day and on your calendar to do sales activities that's what you need to focus on and no matter what happens you know somebody asks you for something your manager says hey i need you to do this you basically say no i need to do sales process i think i was paid to do this i'm a professional i need to do this job so i can generate meetings for you guys and if you want to have a meeting with me you know here are some times outside of my prospecting hours where we can actually have that meeting because at the end of the day you're not being rude you're not you're not telling people that you're not going to have those meetings and do those things you're just saying i got to focus on selling during these hours if you want to talk to me and do these other things that don't really contribute to selling well do it on these hours right and you you and you want to save your best hours for your time doing sales prospecting and not only that but a lot of times when we're doing sales prospecting you know sometimes the day just disappears just like that and we don't really reach out to as many people as we want right it's really time management and prioritization so i remember i was coaching somebody and over the course of a month this person you know i'm coaching i'm telling them what to do and all these things and you know over like three weeks he maybe sent 300 cold emails now although that may sound like a lot it's actually really not over the course of let's say three weeks right because in general you gotta be sending you know dozens of emails maybe like 30 40 50 60 70 emails per day and this person was only sending 300 over the course of three weeks that's only 100 a week and that's just like 20 a day and that's not enough and that doesn't even include the follow-ups and everything like that so obviously if you're selling 300 emails and you're getting a couple responses but not too many meetings you're just not sending enough to get enough data to understand what works and what doesn't right so if you don't get that velocity you don't reach out to enough people whether it's cold email or cold calling whatever it is you're not going to generate the meetings because it's the math right because if let's say you send 100 emails and only five people take a meeting with you that's five at a hundred okay that's actually pretty good but if you're not sending enough outreach and you're not reaching out enough then that number of meetings will not grow i mean if you're not doing the code emails you're not doing the um cold calling you're not gonna get those meetings so you've gotta prioritize sales activities forget everything else stop spending so much time going over a script stop you know obsessing over a cold email being afraid like oh my god i don't know if this person will respond just do it just send it and if people don't respond that's okay because when they don't respond you understand okay this wasn't that great what can i change but if you just you know paralyze yourself and you're just like i don't know if it's gonna work so let me just review it over and over and over until it's perfect that is basically like you know using perfectionism as an excuse to not actually do the work and that's just the truth so whatever it is you're doing in sales focus on selling prioritize selling activity everything that's holding you back from selling let it go spend you know the last hours of your day doing that and spend your best hours doing sales activity and ignore everything else and if you do that you're gonna find that you're gonna have a lot more time to do the selling activity you're gonna have time to do all the administrative work and you're actually gonna get results but if you don't follow these lessons it's gonna be difficult for you to focus and actually just do your job and so those are gonna be my three secrets when it comes to sales prospecting if you enjoyed this video make sure to give it a like subscribe and turn on notifications and if you want to learn more about sales prospering how to get a meeting with anyone and really start and accelerate your sales career i got a free training link in the description so make sure to check that out that said my name is patrick dang and i'm gonna see you guys in the next one