In sales, an emphasis is often placed on prospecting. Unfortunately, many salespeople go into a prospecting meeting with the intent to close business. But sales prospecting is not selling. It is an activity that is part of the sales process, but it is not the only part.
Sales Prospecting = Productive Conversations
When prospecting for new clients, the objective should be to have productive conversations. A productive conversation is merely a dialog where the salesperson and the prospect share real, true information and neither party is lying or trying to manipulate the other. This conversation helps establish trust and builds the relationship. Both are essential for success during the rest of the sales process.
The Goal of a Prospecting Meeting
If you go into a prospecting call with the mindset that you just want to have a productive conversation, you will leave having reached your goal for the meeting: to determine if it makes sense to have an extended conversation about how your product or service may be able to help your prospect.