These bleak times are right period to prospect despite uncertainties

Thursday, June 4, 2020 0:01

By JOHN KAGECHE |

Buyers are holding their cards tightly to their chests because of the prevailing uncertainty.

Sadly, as foundational to selling as prospecting is, few sellers give it the gravity it deserves; before the pandemic the vast majority of sellers could get by with hand-me-down prospects (potential buyers), walk-ins, ‘call-ins’ and occasional unsolicited referrals.

For the few that were deliberate about prospecting their mind-set is right and they could possibly be asking how to do it in these uncertain times.

In these times of uncertainty unless you are selling data, loans, on-line movies, masks and food, pushing out your product may be counterproductive.

Unless, like the travel industry, it’s because of business shutdown, buyers are holding their cards tightly to their chests because of the prevailing uncertainty.