I am not the worlds most organized salesman. In fact, I may be the least well organized sales person you will ever know.

However, I do know one very important organizational fact regarding success in sales. If you dont set aside time for Prospecting on a regular basis, that is daily or weekly, you will pay a price.

I recently wrote about the hills and valleys of sales. These are the times when you are really flying high and then the times when you are down in the valleys trying to climb up and see some day light.

The reason we get into those valleys is because we let things prevent us from doing what we need to do to stay on the hills. In my case, that is virtually always Prospecting.

I let myself get involved in other work and dont Prospect. And this stuff is legitimate really. I am working with someone else, working on a presentation, making speeches, or some other very important and worthwhile activity.

That doesnt prevent the problem of a valley in my future however.

So what do we do? We make a sacred time each week that is just for Prospecting. Nothing short of death gets in the way.

Our BLITZ CALL Prospecting System is designed specifically for regular periodic Prospecting. Not a big deal Prospecting event, but just a regular activity to keep your pipeline of Prospects full. If you try to make Prospecting an event then it will get too complicated and you wont do it.

Once your Prospecting system is set up and running you will be able to Prospect without needing to do anything to prepare. Just do it. Nothing will get in the way.

That way you can spend your other time doing all the other things that must get done, while not avoiding the essential Prospecting.

We have heard it all our business lives, but it is still true, time really is money.

Sell well and often!

Copyright 2006, WJ Truax

Bill Truax

Bill is President of TRUFIELD ENTERPRISES, Inc. a firm specializing in Sales Operations Consulting and skill based training programs for Managers, Sales Professionals, and Sales Managers. One of Bill?s unique qualities is that he spends a lot of time in Field Implementation ? working with sales professionals and managers in the field.

Bill holds a degree in Marketing from Indiana University where he also earned a Commercial Pilot's license and flew part time as a charter pilot.

After graduation he spent three years as an officer in the U.S. Army where he logged 3500 hours of instruction as Committee Group Chief in charge of demolition and booby trap training at Fort Lewis, Washington.

In early 1972 Bill moved to Cleveland as a salesman with the H.J. Heinz Co. and was selected by Heinz to be a member of their National Sales Training team.

He left Heinz and joined a Cleveland insurance firm prior to founding TRUFIELD in 1978.

Bill and his wife, Sue, co-authored the book, The BLITZ CALL?, A System for Fear Free Prospecting and Making Cold Calls. The book became an international best seller. They have published two more books on Prospecting, two CDs, and they developed and conduct BLITZ CALL Workshops, Seminars, and Train the Trainer programs.

Bill has spent literally thousands of hours in the field making cold calls with sales professionals to teach his BLITZ CALL System. When Bill is in the field he actually makes many of the BLITZ CALLs himself, regardless of the industry. This is to demonstrate that anyone can prospect you just need to know how.

Bill and Sue have also copy written several skill based training programs in the areas of Sales, Public Speaking, and Manners, Courtesy, and Etiquette, which they conduct for corporations throughout North America.

Along with consulting, Bill's focus is in skill-based training, designed to enhance the skills, performance, and promotability of the people with whom he works.

Bill frequently addresses Sales and Marketing classes at universities in Northern Ohio.

When Bill is not consulting or conducting programs he is involved in sales either for TRUFIELD or in the field with client salespeople and sales managers or working with managers helping to develop and share ways to increase effectiveness, motivation, and goal achievement. He has been actively involved in Selling, Speaking, Consulting, and Sales Production since 1972.