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forget about closing if you want to be successful in sales i don't care whether you're selling memberships million dollar pieces of equipment large projects you name it it doesn't matter closing is not where you want to focus your time there's experts talking about nothing but closing now closing's important but if you don't prospect effectively you'll have nothing to close in fact i'll go so far as to tell you that it's not about the abcs of selling always be closing it's about the abps of sales and selling which is you should always be prospecting so today i'm going to talk about the four keys you need to be a master or to at least become a master at prospecting and make it part of your stable of tools to be successful in sales hey make sure you hit that subscribe button and you can stay up to date on the videos i release each and every week and if you hit the bell you'll be notified anytime there's an update a new video released or even comments that are added so you can join the conversation and hey make sure you comment below if you've got strategies that work well for you to build and retain that prospecting habit hi i'm sean casemore and i've been selling stuff since i was 11. what do you mean by stuff well i've sold everything from cars to memberships to charity events to large pieces of equipment to widgets you name it i've sold it and the key that i've found over the years is that there are certain habits and practices that top sales performers use in order to be successful so about 20 years ago tells you how old i am i started studying the habits of top sales performers in order to identify what are those things that they do to be successful prospecting is one of them so today let's jump into the four keys that you'll need to master prospecting and be the top of the class when it comes to selling in your organization all right now if you can't tell i'm fairly passionate about prospecting in fact i think is one of the key skills that most sales professionals don't spend enough time on in order to be successful in fact i'd suggest to you that one of the key reasons that most people don't stay in a career in sales is because they don't really understand number one how important prospecting is number two how to prospect effectively and number three how to build the repeat habits that ensure that they are always prospecting so let's jump into the four keys to help you master being a prospector and your business so step number one first thing you got to start with is being very clear in who your buyer is now you might say well sean understanding who my buyers has nothing to do with prospecting that is completely false here's why if i'm prospecting let's run through a scenario here i'm probably making some outreach calls sending some emails i might be on linkedin or on social media looking at people and their titles the businesses that they work in reaching out and sending messages later in the day i might go for lunch with somebody and ask them for a referral in the afternoon i might have some meetings with clients all of this requires that i know who i'm looking for if i'm going to prospect effectively i have to be very clear on what's the title of the individual i'm searching for what's their role what's important about the role what's important to them typically for somebody in their role what industry or sector are they in are there certain regions of the country that they're situated in that i should be focused on right all of these things help me to be very clear in who i'm looking for and that ensures that my prospecting is effective and here's the key if i try to prospect and i'm not actually successful meaning i'm talking to a lot of people but i'm just not converting them from prospect to customer then i'm going to give up i'm going to say this prospecting thing doesn't work for me so that is why step one i got to be clear who i'm going after who is my buyer because being clear in that will ensure that i have a greater chance of success of converting them from a buyer to a customer all right point number two is that you have to set targets now what do we mean by targets well it's really breaking down the number of people that you need to connect with daily weekly and monthly but just as important how much time are you going to invest in trying to connect with these people here's why this is important malcolm glabwell in his book outliers talks about the fact it takes 10 000 hours of practice and something to become an expert you really want to be looking at the number of people you reach out to but more importantly the amount of time you spend in prospecting to reach that expert level so if you're spending four hours a day five days a week that's 20 hours a week towards your 10 000 hours so if you want to become a real expert in prospecting you need to set targets for yourself again not just by numbers of people you're going to reach out to but the amount of time you're going to invest i often tell business owners and executives you need to spend 40 or 50 percent of your time in sales if you're the top salesperson for the organization if you're in sales you're spending hopefully 100 of your time but if you're getting pulled away into other duties account management duties internal meetings you need to go back and really set aside and block out time for prospecting so if you want to be an expert set some targets and goals to ensure you hit that 10 000 hour mark all right if you're enjoying these strategies around how to be an expert in prospecting make sure you hit the subscribe button so you can stay up to date on all the new videos i release there's at least one every week as well as if you click on the bell you'll be notified when there's a comment an update or a new video released love for you to make a comment below on what strategies work well for you to prospect and we can build this place is a place of best practices for prospecting experts all right point number three to master prospecting you have to become comfortable being uncomfortable let me say that again sounds confusing you have to be comfortable with being uncomfortable let me give you an example when i started selling cars in my early 20s one of the strategies i decided to use was to hand out flyers now i could walk around the neighborhood of where i lived and put these flyers on people's windshields but i decided to knock on doors now i don't know if you've ever done a lot of door knocking but it's uh interesting to say the least when it comes to sales now that said at first i was quite nervous i didn't want to do it people some people are having dinner they weren't very happy with me some people said leave me alone some people just you know look through the curtain at me wonder what i was doing some sort of weirdo knocking on their door the point is this it was a little bit uncomfortable to start but i knew that i had to keep at it if i really wanted to build a base of clients that would at least think of me when it comes to buying a car and what do you know people started showing up carrying this flyer so that was really for me an example of well it's an uncomfortable thing to do but it's necessary and you know what the more i did it the more i became comfortable with it so if there's something you need to do or should be doing relative to prospecting and you're not comfortable maybe you don't like cold calling maybe you don't like sending cold emails maybe you don't like networking i'd suggest you put yourself in a situation to do those things because the reality is the more you do those things you're uncomfortable with the more they become natural you'll figure it out and you'll become comfortable and prospecting requires certain things we do repetitively that are uncomfortable so become comfortable with the uncomfortable all right strategy number four to become master of prospecting is have a magnetic personality now what do i mean by that well if you are to pick up the phone and call people and reach out to them but you're very much monotone in your voice there's not a lot of inflection there's not a lot of volume right you become somebody that's very forgettable and that means your prospecting itself is going to fail right prospecting if i connect with you i want you to remember me so you have to think about how do i ensure you remember me it could be the volume of my voice if i'm networking it could be the fact i wear bright red glasses if i have a business card it might be some really bright color or odd shape on the business card that makes me stand out anything that allows you to stand out right and be magnetic be somebody that others remember will help you be successful in prospecting because just because i connect with you doesn't mean you're going to think of me or remember me when it comes time that you need to buy my product or service but if i'm memorable if i'm magnetic you're going to be drawn to me you're going to remember me and that's going to ensure that my efforts and prospecting lead to actually having a discussion and a conversion towards being a customer now if you are a sales expert and you're using these strategies to become a prospecting expert and to always be prospecting you'll want to use the link below to grab my 30 day sales action planner it's a free resource to use but allows you to map out all the different steps and actions that you want to take and then track your progress on a daily weekly monthly basis and after all we know it takes at least 30 between 30 and 90 days to build a new habit so you can use this planner to make sure you put these habits into your calendar get them scheduled and make them happen now if you are already an expert at prospecting but you're trying to use these strategies in order to sell into big companies then you'll want to watch this video next to learn some additional strategies about how to sell the big companies i appreciate you joining me on this video make sure you check out my youtube channel for a variety of other videos on how to become a sales master and i look forward to seeing you again soon take care [Music]