9 Reasons Why Most Salespeople Are Not More Successful at Prospecting, Part 1 | TravelResearchOnline

9 Reasons Why Most Salespeople Are Not More Successful at Prospecting, Part 1

One of my reminders most often re-quoted by those attending my training sessions is: “There are only two types of people you will ever encounter. Those who you can help, and the other kind.”

No truer words have ever been spoken. No truer business philosophy has ever proven more meaningful.

In the next two days, I plan to touch on nine reasons why most salespeople are not more skilled at dividing their personal markets into these two categories.

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Today I will discuss the first four.

  1. Having too many prospects in your pipeline.

Ultimately, it’s the quality of your prospects that are going to reach your quota. Don’t get caught up with “numbers,” and “likes.” Work on fine-tuning a systematic approach to discern if a candidate actually fits your description of a profitable future customer. Get more particular with who you want to do business with. Work hard at defining the characteristics of your ideal prospect.

  1. Not having the time to follow up and follow through.

Without a doubt this is the biggest problem most sales professionals face regardless of their industry. Business relationships take time to develop. You have no excuse for not keeping in touch with your prospects and continually seeking opportunities to bring value into the equation.

  1. Not segmenting your prospects based on who they are and their needs.

This too is big. Treating everybody the same is a recipe for disaster. This takes time, effort, and discipline. Learn to categorize your prospects based on their wants, needs, personality, and idiosyncrasies.

  1. Relying on email as your primary tool to prospect.

Email is efficient but it’s also seductive in having you think you’re reaching your prospect in an effective and personal communication. Selling has always been considered a contact sport. Of course there is room for digital communication, but don’t ever discount the importance of face-to-face contact. I will remind you again. “Selling is a contact sport.”

Tomorrow I will share five additional reminders.


Mike Marchev

Mike Marchev freely shares his experiences, strategies and observations with travel professionals in an effort to keep them on top of their game. For a complimentary copy of his 12-Word Marketing Plan send him an email at mike@mikemarchev.com.

Mike’s daily column is made possible by AmaWaterways.

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