There are two types of salespeople we see.

The first I refer to as “reactive” – these are salespeople who wait for customers to come to them or who just service existing clients or respond to customer inquiries.

The second type I refer to as “proactive” – these are salespeople who go out and actively seek to generate new customers and sales.

A concept I found recently was the “three ships concept” created by Chellie Campbell.

The concept comes from early times when people would send out ships and wait for something

to come back to them. Of course, some ships would never come back because of the perilous seas and pirates however others would come back full of bounty.   

The point to be gained from this is that if you don’t send any ships out nothing can come back to you. Conversely, if you send something out on a daily basis something is bound to come back if not today or tomorrow it may be next week or further down the track.

Whenever you send out a blog or an email that is a ship. When you make a phone call to an old client that is a ship.   When you send out a relevant article to a specific contact that is also a ship.

The point, of course, is that if you send information or make contact – things eventually will come back.

A goal would be to send out at least 3 ships each day.

 

Exercise:

Make a list of all the possible “ships” (actions) you could take on a daily basis that could cause a positive response.

 

 

“Success comes from taking the initiative and following up… persisting.  
What simple action could you take today to produce a new momentum toward success in your life?” 

Anthony Robbins

 

 

I hope you have a prosperous (and proactive!)month!

Brett Burgess
Business Development Manager

 

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