Practical advice and insights on PROSPECTING...the weakest link in the sales process. http://www.prospectandflourish.com/bigfish.htm http://blogs.law.harvard.edu/tech/rss Mon, 4 Aug 2008 23:01:51 -0400 Tue, 5 Aug 2008 05:00:16 -0400 FeedForAll v2.0 (2.0.1.8) http://www.feedforall.com There is a popular tendency to deny the role that emotion plays in business relationships. This is a paradox, because without emotions, you cannot have relationships. You can have transactions, but these are short term, and do not have any significant, positive long-term impact on your life or the lives of your clients. http://www.prospectandflourish.com/ltparticle_9.htm 4F05536F-B72D-4BEF-93AF-CA4444791D1B Tue, 5 Aug 2008 05:00:16 -0400 Selling is easy. We all know it. It's PROSPECTING that's difficult...In fact, the number one reason sales professionals FAIL in a wide range of industries is not that they don't know how to sell...it is because they do not know how to prospect. http://www.prospectandflourish.com/ltparticle_8.htm 23B0D3F7-EFBC-4A20-B9B6-1FE2175FABF9 Tue, 15 Jul 2008 08:25:03 -0400 In last week's issue of Let's Talk Prospecting, we discussed how the proper way to seek referrals is to NOT ask for them--at least not do it blindly. Rather, you must engage your client in conversation... http://www.prospectandflourish.com/ltparticle_7.htm 29E4018B-BBB0-46B6-A887-81AFEB1C1C42 Tue, 8 Jul 2008 21:30:40 -0400 Some of you may read the headline above and think that it directly contradicts an article from a previous edition of Let's Talk Prospecting. Well...yes and no... http://www.prospectandflourish.com/ltparticle_6.htm 8A8035CC-0544-42BA-8B20-A1CF96DA7BB6 Tue, 1 Jul 2008 11:48:45 -0400 Listening is the most important skill you can ever develop. Listening is key to mutual understanding, which forms the basis for successful relationships. When sincere understanding and caring are present in any relationship, it transcends that relationship above the daily "transactions" which may occur... http://www.prospectandflourish.com/ltparticle_5.htm E87063C5-AA49-4699-8FD6-EBE52B0D1CEB Tue, 3 Jun 2008 22:46:09 -0400 If you were growing your own food, would you wait until you were hungry to plant your seeds? http://www.prospectandflourish.com/ltparticle_4.htm EAB9F39E-EE96-489B-A7F1-AC2CA8591105 Tue, 20 May 2008 22:25:57 -0400 According to the natural laws of physics, in space, every object (planets, moons, stars, asteroids, etc.) has mass, which is another word for "substance." Simplistically speaking, the greater the mass of an object, the greater the gravitational pull it manifests on other objects nearby. http://www.prospectandflourish.com/ltparticle_3.htm AD030AB2-8980-4462-842A-1B60900C447E Tue, 13 May 2008 07:57:59 -0400 No one likes to be rejected in any of life's situations. Rejection is an emotional experience, and we go to great lengths to protect our fragile egos. However, in our business, where we must continuously seek people with whom we can meet on a favorable basis, rejection comes with the territory. http://www.prospectandflourish.com/ltparticle_2.htm CB33F9E4-A794-4C89-9C79-2D6CB05F1D68 Tue, 6 May 2008 07:54:37 -0400 You have heard it said a hundred times, and in a hundred different ways: You can't beat a referral. If you don't seek referrals, you are missing one of the simplest, yet effective ways to prospect. http://www.prospectandflourish.com/ltparticle_1.htm 41A2C97F-C5F5-4D1C-8F78-0BE08C3B93FA Tue, 29 Apr 2008 07:41:37 -0400