{"id":64,"date":"2012-02-01T00:13:01","date_gmt":"2012-02-01T00:13:01","guid":{"rendered":"http:\/\/www.wensmedia.com\/\/salesarchive\/permalink\/2012\/1\/31\/191301.html"},"modified":"2012-02-01T00:13:01","modified_gmt":"2012-02-01T00:13:01","slug":"prospecting-versus-stalking","status":"publish","type":"post","link":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/prospecting-versus-stalking\/","title":{"rendered":"Prospecting versus Stalking"},"content":{"rendered":"<p>&nbsp;<\/p>\n<div style=\"text-align: center; margin: 0in 0in 0pt\" align=\"center\"><span style=\"font-family: Arial\"><b><span style=\"font-size: 16pt\">Prospecting versus Stalking<\/span><\/b><\/span><\/div>\n<div style=\"margin: 0in 0in 0pt\"><span style=\"font-family: Arial\">&nbsp;<\/span><\/div>\n<div style=\"text-align: justify; margin: 0in 0in 0pt\"><span style=\"font-family: Arial\">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Thomas Szaky shocked his parents a few years ago when he decided to drop out of Princeton University to start a business marketing worm poop. To their dismay, he explained his organic plant food would be made from worm droppings and be packaged in recycled pop bottles as house plant fertilizer.<\/span><\/div>\n<div style=\"text-align: justify; margin: 0in 0in 0pt\"><span style=\"font-family: Arial\">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; But the 26-year-old Canadian had the last laugh when his fledgling company landed the Wal-Mart account. First-year sales from the Wal-Mart exposure and distribution exceeded $25 million!<\/span><\/div>\n<div style=\"text-align: justify; margin: 0in 0in 0pt\"><span style=\"font-family: Arial\">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Each week, thousands of inventors, manufacturers&rsquo; agents and sales people try unsuccessfully to get their products stocked on Wal-Mart shelves. So how did a young Mr. Szaky nab the business at mighty Wal-Mart? <\/span><\/div>\n<div style=\"text-align: justify; margin: 0in 0in 0pt\"><span style=\"font-family: Arial\">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; &ldquo;I don&rsquo;t know&rdquo; he says.&nbsp; &ldquo;I made sixty one phone calls and the last one finally worked. I guess it was just sheer persistence.&rdquo; <\/span><\/div>\n<div style=\"text-align: justify; margin: 0in 0in 0pt\"><span style=\"font-family: Arial\">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Selling is often defined as &lsquo;a transference of confidence&rsquo;. Your persistent pursuit of product knowledge in a changing media landscape coupled with a clear understanding of how your products can achieve your prospects&rsquo; goals will build the confidence that in turn creates persistence.<\/span><\/div>\n<div style=\"text-align: justify; margin: 0in 0in 0pt\"><span style=\"font-family: Arial\">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; But do you understand the difference between persistence and stalking?<\/span><\/div>\n<div style=\"text-align: justify; margin: 0in 0in 0pt\"><span style=\"font-family: Arial\">Calling a prospect 61 times in pursuit of an order for your station can be stalking.<\/span><\/div>\n<div style=\"text-align: justify; margin: 0in 0in 0pt\"><span style=\"font-family: Arial\">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; How do you feel if every time you see a particular individual they are trying to sell you something?<\/span><\/div>\n<div style=\"text-align: justify; margin: 0in 0in 0pt\"><span style=\"font-family: Arial\">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Preparing a series of <i>valid business reasons<\/i> for a prospect to meet with you separates stalking from persistence. <\/span><\/div>\n<div style=\"text-align: justify; margin: 0in 0in 0pt\"><span style=\"font-family: Arial\">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; A valid business reason for every customer contact means creating an agenda or having a mission which benefits the customer, whether they buy during that meeting or not. It may be a helpful tip to grow their business, you might give them a lead or some useful marketing statistics, or deliver news that affects their business.<\/span><\/div>\n<div style=\"text-align: justify; margin: 0in 0in 0pt\"><span style=\"font-family: Arial\">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Consistently planning a valid business reason for every call demonstrates respect for your clients&rsquo; time and clearly positions your interest in growing their business.<\/span><\/div>\n<div style=\"text-align: justify; margin: 0in 0in 0pt\"><span style=\"font-family: Arial\">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; <u><span style=\"color: blue\">Click here<\/span><\/u> to arrange a free online demo of how we can help you create more valid business reasons for prospects to meet with you, and to increase your sales. <\/span><\/div>\n<div style=\"text-align: justify; margin: 0in 0in 0pt\"><span style=\"font-family: Arial\">&nbsp;<\/span><\/div>\n<div style=\"text-align: justify; margin: 0in 0in 0pt\"><span style=\"font-family: Arial\"><b><span style=\"font-size: 11pt\">Your help<\/span><\/b><\/span><\/div>\n<div style=\"text-align: justify; margin: 0in 0in 0pt\"><span style=\"font-family: Arial\"><span style=\"font-size: 11pt\">A special thanks to all who completed the survey last week to help us create the most relevant ENS on Sales content. <\/span><\/span><\/div>\n<div style=\"text-align: justify; margin: 0in 0in 0pt\"><span style=\"font-family: Arial\"><span style=\"font-size: 11pt\">If you did not complete our survey last week please take 5 minutes to do so here; <\/span><\/span><span style=\"font-size: 11pt\"><a href=\"http:\/\/survey.constantcontact.com\/survey\/a07e5iwom8tgxrw2av3\/start\"><span style=\"font-family: Arial\">Click here<\/span><\/a><\/span><span style=\"font-family: Arial\"><span style=\"font-size: 11pt\"> to do a short online survey <span style=\"color: black\">to<\/span> help us do a better job for you.<\/span><\/span><\/div>\n<div style=\"text-align: justify; margin: 0in 0in 0pt\"><span style=\"font-family: Arial\">&nbsp;<\/span><\/div>\n<div style=\"margin: 0in 0in 0pt\"><span style=\"font-family: Arial\">&nbsp;<\/span><\/div>\n","protected":false},"excerpt":{"rendered":"<p>&nbsp; Prospecting versus Stalking &nbsp; &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Thomas Szaky shocked his parents a few years ago when he decided to drop out of Princeton University to start a business marketing worm poop. To their dismay, he explained his organic plant food would be made from worm droppings and be packaged in recycled pop bottles as house [&hellip;]<\/p>\n","protected":false},"author":35,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-64","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Prospecting versus Stalking - ENS on Sales<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/prospecting-versus-stalking\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Prospecting versus Stalking - ENS on Sales\" \/>\n<meta property=\"og:description\" content=\"&nbsp; Prospecting versus Stalking &nbsp; &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; Thomas Szaky shocked his parents a few years ago when he decided to drop out of Princeton University to start a business marketing worm poop. 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