It's not about you. Literally, prospecting is not about you. Prospecting is about your prospect, not you. So ..... STOP TALKING ABOUT YOURSELF AND YOUR AGENCY AND YOUR PEOPLE AND YOUR HISTORY AND ... Do you understand? Your prospects don't care about you. They don't care about you --- yet! They will later, just not now. While prospecting, you're a stranger and people don't want to meet with strangers to learn about the stranger's agency or about other strangers who work at a stranger's agency. Get it? You see, you need to focus on your prospect. It's about them. It's about the Prospect. It's about their problems and their struggles and their worries and their costs and what keeps them up at night.
Prospecting is about winning your prospect's undivided attention (a.k.a. their "Permission").
In this episode, host Charles Specht explains how to prospect using "Permission Prospecting" so that your prospect agrees to meet with you and then will give you everything you want and need so that you can get what you want. It's all about permission!
Visit our website at: www.permissionsales.com
Follow Charles Specht on LinkedIn: https://www.linkedin.com/in/charlesspecht
Key Topics:
Prospecting is not about you, it's about solving your prospect's problems
The permission-based approach to prospecting and why it changes everything
Matching your outreach method to how your prospect actually wants to be reached
Why one-trick-pony prospecting leaves commissions on the table
Building at least three prospecting channels to maximize appointment-setting success
The danger of agents who talk about themselves instead of buyer solutions
How to identify your prospect's pain, amplify it, and position your solution
Why most agency leaders train producers on coverage, not how to sell or get permission
The five-part Permission Sales Framework and where to access it
Charles's fractional CSO and one-on-one coaching services for producers and agencies
Reach out to
Charles Specht
Visit:
Permission Network
Produced by PodSquad.fm
