You Need to Prospect Every Day-Even If You Are Dead!


August 14, 2019


Stephan Schiffman

  1:00 PM ET | 12:00 PM CT | 10:00 AM PT | 60 Minutes

Stephan Schiffman has been a leader in motivational and sales training since 1979. He is a Certified Management Consultant, and has trained and consulted to a wide range of corporations including IBM, AT&T, Motorola, Sprint, CIGNA, and a host of other organizations throughout the world. He has trained over 500,000 professionals in over 9,000 companies. Millions more have read his best selling books internationally. Schiffman's accomplishments include the development of highly pragmatic sales training and management programs that adapt effectively into a broad range of sales environments and industries.

This program has been approved for 1.0 PDCs toward SHRM certification hours.
The program is pre-approved for 1 credit hour under HRCI


No one likes it, and if there was a way around it, someone, maybe me or you would have found a better way to find new business. However, there is no better way to generate leads and qualified prospects than by reaching out every day, no matter what. Even if you are dead!

Give some thought to your sales cycle and it becomes apparent that if you not see a person today, you have no chance of getting new business at the end of your sales cycle. It is a simple diagram, if your sales cycle is 6 weeks, that is it takes six weeks to close a sale, and you do nothing today, you will be doing the same thing in 6 weeks, nothing.

There are any number of ways to prospect-

  • Cold calling on the telephone
  • Emailing the potential prospect
  • Leads through third parties
  • Business networking
  • Chamber of Commerce
  • Associations
  • Your kids school
  • Actual mailings or news letters
  • Referrals
  • Knocking on doors
  • Observing company trucks and cars for idea of organizations that could benefit from your product
  • Google

Who Will Benefit:

  • Sales Professionals
  • Marketing Professionals
  • Executive assistants
  • Office managers