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If you don’t like prospecting, you don’t like selling.

You want to be a value creator and use your business acumen to help solve your client’s challenges and help them capitalize on opportunities. Once the prospect is considering change, you love the meetings, the collaborating, and developing solutions. You love the boardroom presentation and the thinking on your feet.

All of these things are only part of selling. For opportunity starved salespeople and sales organizations, it is not where you need to apply your ideas, your insights, and value creation. Where you create the most value when you are opportunity starved is in the creation of new opportunities.

Prospecting is how you create opportunities. It’s how you create relationships that open the possibility of an opportunity.

If you have deep business acumen and the ability to create value you through the sales process, you have the ability to open new relationships and create opportunities. In fact, you are the best person to do so.

  • Who knows more about the industry trends that should be compelling your dream client to change?
  • Who has the experiences to know what your prospects would be considering if they want to drive their business towards better results and a better future?
  • Who has the greatest ability to become a prospect’s trusted advisor, the person they turn to for counsel when they need to make change?

You’re not too good to prospect. Your talents aren’t wasted on opportunity creation. They’re well invested on prospecting. You can be a rainmaker and a trusted advisor and consultative salesperson at the same time. Having advice and being consultative are what allows you to succeed at prospecting at a higher level than most.

Prospecting is part of selling. Opportunity creation is every bit as important as opportunity pursuit. If you or your company are opportunity starved, it’s because you are not prospecting.

Post by Anthony Iannarino on November 1, 2016

Written and edited by human brains and human hands.

Anthony Iannarino

Anthony Iannarino is an American writer. He has published daily at thesalesblog.com for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success.

Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. You can reach Anthony at thesalesblog.com or email Beth@b2bsalescoach.com.

Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at iannarino@gmail.com

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