Prospecting - Building an Advocate Army
The single greatest concern facing all salespeople is
prospecting for new business. As a commission salesperson, your
livelihood is directly dependent on your ability to prospect
effectively. Do you consistently ask for referrals? To be
successful in the sales profession you need assistance from your
clients in the form of referrals. Average salespeople do not
invest their time nor spend their money developing clients into
advocates. An advocate is a person that will go out of their way
to recommend you to their friends and associates. Obviously the
more people that are saying good things about you and your
company in the marketplace, the more sales you will make! I have
never seen a salesperson leave the profession because they had
too many qualified prospects to work at one time. Building an
advocate army doesn