How to Prospect for Sales
Anthony Cole Training
AUGUST 19, 2021
Some major shifts have occurred in the way that you should be prospecting for sales opportunities. But has your prospecting plan changed with it?
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Anthony Cole Training
AUGUST 19, 2021
Some major shifts have occurred in the way that you should be prospecting for sales opportunities. But has your prospecting plan changed with it?
Anthony Cole Training
DECEMBER 9, 2021
If you consider the tactics that are generally covered in sales skills training, you can probably think of a handful of happenings that can steal, or make you lose, your prospect.
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Anthony Cole Training
SEPTEMBER 8, 2022
In analyzing those salespeople who are successful year after year, we find significant consistencies in prospecting behavior and practice management. These top sales producers adhere to “The ONLY "A" priority is prospecting” principle. But nothing gets in the way of consistent prospecting.
Anthony Cole Training
DECEMBER 3, 2021
We expect every member of our team to prospect every day as one of their sales activities. But now and then, it helps to put a focus on the effort and bring the team together on a call blitz. This works for many reasons.
Anthony Cole Training
OCTOBER 20, 2023
Every time we onboard a new client, we have a kickoff event where we lay the foundation of the sales process we teach at Anthony Cole Training Group.Inevitably, at some point during that kickoff event we talk about dealing with the competition, specifically how to differentiate yourself from the competition you will face.
Anthony Cole Training
APRIL 8, 2021
However, they don’t challenge the notion of the importance of making prospecting their "A" priority every week. The most successful salespeople are always challenging and adapting their personal sales process to be more effective and increase sales.
Anthony Cole Training
OCTOBER 28, 2022
Do you ever hear that your salespeople don't have enough time to prospect? Share this video with your people who might struggle with consistent prospecting. Today we dive into number two- Thou Shalt Always Be Prospecting. This video is a part of our new series with Mark Trinkle: The 10 Commandments of Sales Success.
Anthony Cole Training
FEBRUARY 2, 2021
In this article, we cover the impact and importance of speaking your prospects "love language" when setting a meeting and engaging them further in conversation. The pandemic has caused fewer face to face meetings, and many salespeople have yet to make the pivot (successfully) to virtual relationship building.
Anthony Cole Training
JULY 1, 2019
Without marketing, salespeople will have a difficult time sharing their product and features with prospective clients. Sales and marketing go hand-in-hand. Without leads, salespeople will have a hard time selling.
Anthony Cole Training
JUNE 17, 2021
If we don’t fully understand the reason for a prospect's statement, the purpose of their question, or dig deeper to find the real problem, we will waste time and miss opportunities.
Anthony Cole Training
DECEMBER 3, 2020
He made the analogy that prospects are like fruit and vegetables in the produce section of your local grocery – they are all perishable. Years ago, while attending the Objective Management Group International Sales Conference, Dave Kurlan, president of OMG, talked about how to effectively manage opportunities through the pipeline.
Anthony Cole Training
JUNE 13, 2019
The most successful salespeople are always challenging and adapting their personal sales process to be more effective, but they don’t challenge the notion of the importance of making prospecting their A priority every week.
Anthony Cole Training
JANUARY 28, 2021
In today's world of selling, it is increasingly more difficult to get the attention of a prospective buyer after only a few outreach attempts. So, how do you stay consistent (and persistent) in your outreach with a prospect while remaining sensitive to their daily lives and the distractions they face?
Anthony Cole Training
FEBRUARY 27, 2020
In this blog, we discuss why prospects object when it comes down to buying time, and why we can't always blame the prospects in these situations. Overall, salespeople must ask better questions to help increase sales, build better relationships, and help uncover their prospect's compelling reasons to buy.
Anthony Cole Training
JUNE 10, 2021
Knowing how and where to reach our target persona will positively impact our ability to hunt, qualify, and discover potential new business.
Anthony Cole Training
JUNE 7, 2019
In today's world of selling, it is increasingly more difficult to get the attention of a prospective buyer after only a few outreach attempts. So, how do you stay consistent (and persistent) in your outreach with a prospect while remaining sensitive to their daily lives and the distractions they face?
Anthony Cole Training
APRIL 10, 2019
There are a certain number of rules that must be followed when it comes to prospecting in sales.
Anthony Cole Training
JANUARY 11, 2019
Prospecting for salespeople is often a struggle due to varying factors including their ability to stay committed to the process and overcome rejection.
Anthony Cole Training
SEPTEMBER 10, 2019
Prospecting for salespeople is often a struggle due to varying factors including their ability to stay committed to the process and overcome rejection.
Anthony Cole Training
AUGUST 20, 2019
Prospecting isn't always the easiest task we are required to carry out in sales. It can be daunting, monotonous, and inconsistent. However, it must be done and it must be done well!
Anthony Cole Training
AUGUST 6, 2019
According to an excerpt in Don Miller's "Building a Story Brand," in order to help someone with a trust issue, the salesperson has to provide their prospect with a plan.
Anthony Cole Training
JULY 28, 2014
Today, let’s talk about effective prospecting. At Anthony Cole Training, we have a program called The Rules and Gottas of Prospecting. 1) You don’t have to LIKE prospecting; you just have to do it. – 1) You don’t have to LIKE prospecting; you just have to do it. – Well, the same thing happens with prospecting.
Anthony Cole Training
JULY 16, 2018
In the unlikely event you did not, the purpose of identifying your zebra is to bring focus and clarity to your prospecting efforts so you don’t end up chasing or pursuing opportunities that aren’t the best use of your most asset. your time.
Anthony Cole Training
NOVEMBER 5, 2020
How important is it that you or your sales team close more business, more quickly at higher margins?
Anthony Cole Training
DECEMBER 2, 2019
In this blog post, we discuss the idea that prospects are like fruit and vegetables in the produce section of your local grocery – they are all perishable!
Anthony Cole Training
MAY 9, 2018
I’m reading “ Building A Story Brand ” by Don Miller and I'm looking over my own book “ The Best Prospecting Book Ever Written ”. Don points out in chapter 7 that in order to get a prospect to push the ‘buy now’ button they have to trust that everything is going to turn out okay. I’m stuck this morning.
Anthony Cole Training
NOVEMBER 15, 2019
I’m sure the majority of people have heard the Chinese proverb “Give a man a fish, and you feed him for a day. Teach a man to fish, and you feed him for a lifetime.”.
Anthony Cole Training
NOVEMBER 10, 2017
I’m sure majority of people have heard the Chinese proverb “Give a man a fish, and you feed him for a day. Teach a man to fish, and you feed him for a lifetime.” This, of course, means it’s more worthwhile to teach someone to do something (for themselves) than to do it for them (on an ongoing basis).
Anthony Cole Training
JUNE 17, 2014
Let''s start today by looking at a couple findings from the Objective Management Group Sales Force Evaluation: Will Prospect. Prospects Consistently. The difference between the two findings is this: Will Prospect - this is a sales person that will prospect as long as they are managed to do so. Same as prospecting.
Anthony Cole Training
DECEMBER 27, 2017
It’s been at least 25 years since I heard David Sandler, on a cassette tape, say; “there’s no such thing as bad prospects, just bad salespeople.” First with Nautilus Exercise Equipment, then in the insurance business and for the last 23 years with Anthony Cole Training Group.
Anthony Cole Training
JUNE 18, 2014
There are at least 2 schools of thought regarding the types of appointments sales people should set when calling prospects to set an appointment. The first school of thought follows the "mirror test" approach to prospecting - Just put a mirror under their nose, and if they fog the mirror, they are a prospect. The Purpoise Rule.
Anthony Cole Training
NOVEMBER 22, 2018
Another day, another great resource available from us here at Anthony Cole Training Group.
Anthony Cole Training
SEPTEMBER 4, 2013
Sales people have to prospect! I''m confused because it appears that today''s sales people either don''t prospect, don''t generate their own leads, or don''t do either one very well. I grew up in a sales world where, if you called yourself a sales person, you prospected for leads. Honestly, I have to say I''m confused by this.
Anthony Cole Training
JANUARY 16, 2014
I was talking to a prospect yesterday about this very thing. It reminded me of a pivotal conversation about prospecting that I had years ago when I was new to selling. I asked Ron, a successful seasoned veteran, “As a newer agent, what is the best way for me to find prospects and make money?” Finding prospects is not difficult.
Anthony Cole Training
JUNE 17, 2014
Let''s start today by looking at a couple findings from the Objective Management Group Sales Force Evaluation: Will Prospect. Prospects Consistently. The difference between the two findings is this: Will Prospect - this is a sales person that will prospect as long as they are managed to do so. Same as prospecting.
Anthony Cole Training
DECEMBER 4, 2018
Today, our customers are bombarded with sales, marketing, and advertising pitches from companies all hoping to win their business. They’re overwhelmed, or, in most cases, they simply tune us out.
Anthony Cole Training
JUNE 3, 2019
Today, our customers are bombarded with sales, marketing, and advertising pitches from companies all hoping to win their business. They’re overwhelmed, or, in most cases, they simply tune us out.
Anthony Cole Training
MAY 28, 2013
"I don''t have enough time to prospect" is a myth and I can prove it to you and your sales people. The critical issue is that you, as a sales leader, must do something when you have sales people that are not prospecting. Recruit sales people that don’t have the prospecting/hunting problem to begin with. Improve Hiring.
Anthony Cole Training
MAY 28, 2013
If you are a salesperson or a sales manager, you have either said or heard, "I don''t have enough time to prospect." do you have 12 minutes today to prospect? The critical issue is that you, as a sales leader, must do something when you have sales people that are not prospecting. So, what does this chart convey? Improve Hiring.
Anthony Cole Training
MARCH 15, 2024
The first is when you’re trying to secure someone’s time during prospecting, attempting to schedule a meeting on their calendar and obtain a few minutes of their attention. Sales objections typically arise in several key areas during the sales process.
Anthony Cole Training
MAY 28, 2013
If you are a salesperson or a sales manager, you have either said or heard, "I don''t have enough time to prospect." do you have 12 minutes today to prospect? The critical issue is that you, as a sales leader, must do something when you have sales people that are not prospecting. So, what does this chart convey? Improve Hiring.
Anthony Cole Training
MAY 28, 2013
If you are a salesperson or a sales manager, you have either said or heard, "I don''t have enough time to prospect." Do you have 12 minutes today to prospect? The critical issue is that you, as a sales leader, must do something when you have sales people that are not prospecting. So, what does this chart convey? Improve Hiring.
Anthony Cole Training
NOVEMBER 20, 2012
Many years have passed since that day and I've had the opportunity to talk to hundreds of prospects and sales people about their prospects. Prospects must think that salespeople are morons. Will you continue allowing prospects to think your salespeople are morons or can you do something to counteract their tactics?
Anthony Cole Training
FEBRUARY 23, 2024
One of the most important skills that a salesperson needs to possess is the ability to engage in what I refer to as “appropriate and respectful confrontation” with a prospect…at least when the need arises. For the sake of simplicity, let’s just refer to that as the ability to push back.
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