Optimism

Optimism, resilience and a like of people are effective tools of the successful prospector. When you talk with another person you quickly pick up on whether they like you or are treating you as just another person — and you are much more likely to do business with those who like you.

Instinct

Develop a ‘nose’ for where gold might lie and enhance your instincts when talking to people to know whether they’ll buy or not.

Persistence

The longer you keep talking to someone disinterested, the more likely you are to convert them.

Process

Prospecting is not just a matter of writing and calling. It involves a repeatable and well-proven methodology. Sales people who get the structure and process right are more likely to succeed. This includes gathering and managing data, and wording of letters, emails and phone calls.

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