Harris - Power Prospecting: Different is the New Great

Different is the New Great

BY: WILL HARRIS

Published by WILLPOWER Press Silver Spring, Maryland

All the stories in this book are true; the names and some of the identifying details of the people in the stories have been altered to protect their privacy.

Copyright 2016 by Will Harris. All rights reserved. This book may not be reproduced in whole or in part, stored in a retrieval system, or transmitted in any form or by any meanselectronic, mechanical, or otherwithout written permission from the publisher, except by a reviewer, who may quote brief passages in a review. For permission contact: info@powersales.guru

WillPower Press www.powersales.guru

info@powersales.guru

Editing by Celeste Simmons and Lori Harris

This book is dedicated to Zig Ziglar, the best sales trainer who ever lived.

Contents

Preface

MentalityPowerful Mindset

Introduction to Power Prospecting

Psychology of Prospecting

Nine Time Management Tips

PreparationPowerful Message

Speed Reading Prospects

Utilizing the Gatekeeper

WIIFM Message

TacticsPowerful Methods

Winning Opening Statements

Avoiding the Avoids

Objections & Rejections

Different is the New Great

Let me start off by stating that I know my purpose in life. Ive known it since I was nine years old. That purpose is you. If I see you or you see me, if I hear you or you hear methen my purpose involves you. My purpose is either to help you or to be helped by you.

I am here

For you

Now

I love my job. I love training people. I believe we should leave everyone better than they were prior to meeting us. That is the goal of my introducing you to Power Prospecting. The strategy and techniques of Power Prospecting are instantly applicable the moment you identify someone to contact. I have an email method that made me $100,000 the first time I used it. That method of virtual prospecting continues to work for me and my Power Prospecting students. I increased my voicemail call back ratio by 20%. I taught my Power Prospecting students the same method and it increased their call backs leading to new appointments.

Power Prospecting offers proven methods to get people to respond to you. Power Prospecting enables you to have a competitive edge when contacting people directly.

How? There is a secret to Power Prospecting. The secret is.

DIFFERENT is the new GREAT!

Mentality Powerful Mindset

www.PowerSales.guru

I first started training people how to prospect in 1998. I worked for a motivational speaker and sales trainer who was quite famous in the business sector during the height of his professional career. His name was Zig Ziglar. He was my professional hero long before I worked for him and long after as well. The person who first introduced me to this wonderful sales guru said, Zig, this is Will Harris. His number one goal in life was to someday meet you. Mr. Ziglar looked at me and replied, Well Will, we need to work on raising your goals.

Mr. Ziglar had a reputation for his humility so I immediately knew his implication. Mr. Ziglar felt he was not worthy of being my highest goal. For him, kindness was the highest aspiration. This business ethic is apparent in his personal motto: You can have anything in life you want, if you help enough other people get what they want.

Power Prospecting is not about getting what you want. It is about letting other people know how to get what they need. You do not need to be a pushy salesperson to be a great one. I have been prospecting for more than two decades. My prospecting skills are powerful because I am kind. Kindness is the core of my personality. The most effective way to prospect is to utilize your best personality traits in your presentation. Genuine is always better than phony. Hone your selling style to match your personality. Mr. Ziglar also said: You make a horrible anyone else. You are great at being you.

A famous musician, known for his original style, announced before a concert he would play one of the worlds most expensive violins. His first selection was amazing and perfectly played. The audience exploded with applause.

The violinist bowed then smashed the instrument over his knee into pieces. Silence strangled the crowd as they watched in horror. No worries, the man said, this was only a cheap imitation.

Then the violinist pulled out the expensive violin and played the same song. Masterfully played the audience could not tell the difference between the music from the expensive violin and the cheap imitation. He received a standing ovation.

By being his authentic self, a cheap imitation led to a priceless experience for the musicians customers.

When you tap into your own personality and use it to capture more attention from prospective buyers, you have discovered Power Prospecting. Power Prospecting allows you to inject your personality into a proven process. This process has worked personally for me and for thousands of people I have trained. It is a system that is inclusive and not exclusive. It applies when connecting business to business or even person to person. Each time you use the Power Prospecting process, you will become better at engaging people from all areas of life.

If you love life, then you will love Power Prospecting. You will have the most fun showing prospective customers the best version of yourself.

Virtual Prospecting

Virtual Prospecting is any attempt to connect to a potential decision maker other than in person. Throughout your sales career you will speak to more gatekeepers and voicemails than you will decision makers. For this reason, being great at interacting with all three is paramount to your long term success.

One of my prospecting students heard an unusual voicemail greeting from a prospective customer. The voicemail message was so tough he hung up the phone without leaving any message. He only called back to record the message.

It said: Thank you for your call. If you are a sales person, dont bother leaving a message because the odds are I probably wont call you back. Anyone else, please leave your name and number and Ill call you back as soon as I can.

My former student emailed the recording to me asking for my advice. I told him exactly what to say. He called back and left the message I instructed. The prospective customer called back! I will share what I told my former student during the chapter on Voicemail and Email messages.

Prospecting for new business is the toughest role in sales. It requires gaining new customers, repeat orders, and scheduling new appointments. It is a necessary tool to grow your revenue and impact your bottom line. Virtual Prospecting is any initiative done to attract new business opportunities from a distant location from your potential customer. It can occur by phone, by email, or even by chance!

Virtual Prospecting may happen via the internet. Social Media is a fantastic way to discover information or generate leads. Online networking is a great way to build your contact pool. Networking rules constantly change. However, the end goal remains the same; reaching new people who place new orders.

True wisdom is always applicable. My grandfather was a down south salesman who went through the Great Depression and was never depressed. One day a man asked him, Clyde, howd you stay so upbeat? My grandfather replied, It aint hard. I just learned to cooperate with the inevitable.

Life will inevitably throw a knife your way, there are two ways to catch it; either by the blade or the handle. My grandfather focused more on catching the knife by the handle than complaining it was thrown. He was a master at adjusting to lifes challenges.