Prospecting is not selling.

A misunderstanding of what prospecting is leads to tremendous stress for a lot of sales people.

If you go about prospecting with the intent of "closing for the appointment", you are putting a lot of unnecessary pressure on yourself.

Pressure that just makes prospecting painful and stressful to think about or do.

Prospecting is NOT selling.

Prospecting is a sorting process.

It’s where you find who is a potential new customer and who is not.

If someone has no need and no want for what you sell, then they are not a prospect and you can’t sell them on an appointment.

You should go about your prospecting efforts with an attitude of inquiry.

Look for wants that you can fill and pains that you can eliminate, and you have a basis for a business relationship. A business relationship that you would otherwise call a "Sale".

Clients often ask me how many calls they need to make, or how many letters or emails they need to send out to get a lead?

I never answer this question because I can’t.  I can’t because such ratios vary depending on what you sell, who you sell to, and where you sell at among other things.

In other words, you have to track these numbers for yourself, set your own benchmark, and then work on improving your numbers.

If you don’t know your numbers, start tracking them now.

If prospecting is stressful, stop worrying about closing for the appointment. Focus on "inquiring" if there is a problem you can solve, a want you can fill.

And if you think you can’t do that cause you worried about making your sales quota or getting fired, then I have a big tip for you.

Stop thinking about what "might happen" tomorrow.

Focus on what you are going to do today.

Do things the right way, in a frame of mind that empowers you today,you’re your "tomorrow" will take care of itself.