Since the first salesperson roamed the earth in prehistoric times (yes, we know what she was selling, but that’s not the focus of this article!), prospecting has been defined as looking for people who might become customers, or simply, looking for customers.
There’s a slightly different definition, not nearly as well known, that opens up a whole new vista of opportunity: Looking for customer needs. Just one word is different, but it changes the entire meaning.
What this New Definition Does to You
The first thing that happens when you add that word is that you automatically—instantaneously! —start focusing on customer needs instead of the products and services you handle. Your empathy, expertise, and problem-solving capabilities take center stage, making you more interesting, more useful, and more likely to be viewed as a trusted and valued source.