What You'll Discover In This Episode:
- Prospecting Mastery – Repeating And Deleting
- Becoming Aware Of Our Existing Prospecting Patterns
- The Prospecting Process For Sharpening Your Saw
Prospecting Mastery – Repeating And Deleting
I’ve got something good for you today. It’s a straightforward method for developing your prospecting skills. I’ve been using this method for decades, and it works well. This method is called “Repeating and Deleting.” In just a moment, you’ll see how this method works. And you can start using this method within the next hour, so you’re getting results right away. Again, it’s simple to implement. Watch this video where I explain how it works.
Becoming Aware Of Our Existing Prospecting Patterns
Here’s the thing…If you do something that works, you want to repeat it. If you do something that doesn’t work, you want to delete it. Now, it doesn’t get much simpler than this. So, how do we implement this method when it comes to prospecting? Great question. The first thing we want to do is set ourselves up for success. This means recording our prospecting conversations for our internal training. The goal of doing this is to raise the awareness level of our prospecting. Most of the time, when we're in conversation with a prospect, we’re not focusing on everything we’re saying. Recording the conversation allows us to go back and review it.
The Prospecting Process For Sharpening Your Saw
Now…When it comes to prospecting, you want to pay attention to what you’re saying. Take notice of how the prospect responds to everything you say. If you notice the prospect, become excited, and focus on what you’re saying, note what you said. You can use this again (repeat) for your following conversation. If you notice you’re saying something and the prospect seems disinterested, note this so you know what NOT to say next time (delete). Doing this consistently is how you sharpen your saw. You’ll also start to notice how tone affects the flow of your conversation. Again, repeat what works, delete what doesn’t. I’ve got a great resource for you that will help you… My Little Black Book Of Scripts training is a great resource to help you with this.
I look forward to helping you step up your prospecting game by continuously practicing and getting feedback. This episode, #176, it’s about “Prospecting Mastery – Repeating And Deleting.” Listen to the show above and comment below with your questions or comments.