The similarities between endurance athletic events like the Triathlon and Prospecting are almost scary. I had no idea they were so much a like when I decided that I should run Triathlons. It just seemed that this old body needed some rejuvenation, and triathlons aren't as boring as just running forever, they add the possibility of drowning or crashing your bike!

Anyway, the only way to train for endurance sports like swimming, bicycling, and running is to set aside a specific time 5 days a week for training. In my case this is usually Long Slow Distance (LSD) work. This is how I can build a training base for endurance. I judge the level of my training by using a heart rate monitor that tells me how hard I am working. There is a range within which I should train for at least an hour a day.

My only other responsibility is to be sure that I am using the form that is most efficient for each of the events, so that practice really does make perfect. If you practice wrong, then you develop the skill "perfectly wrong." I don't want to do that.

Then, all I need to do it DO IT. If I calculate the correct heart rate zone, train on a daily basis, and practice the correct form, then I should be ready to perform in each of the Triathlons I enter.

The same basic factors apply to Prospecting. First of all Prospecting is an endurance event. You benefit most by Prospecting on a regular basis for a long time, long slow Prospecting - LSP.

Secondly, you need to make sure you are doing it correctly, the right form. We, of course, suggest our BLITZ CALL System for Prospecting, but this works for whatever Prospecting System you use. Far too many sales professionals use a Prospecting method that is admittedly poor simply because they don't know any other way. This tends to create Prospecting anxiety which means they don't like to prospect and usually avoid it.

Thirdly, you need to calculate how many Prospecting calls you need to make to accomplish your goals.

The development of the system is probably pretty easy for most people and may even be fun. The problems arise when you actually have to Prospect on a regular basis.

One of the biggest obstacles for me in training is when I feel tired or have had a hard day and don't look forward to spending two hours or so swimming, biking, or running. Or when the weather is really hot, when the afternoon temperatures have been in the mid 90's with a dew point of 78! It becomes really easy to rationalize why I don't need to train that day.

Also, think of all the reasons I should stay in the office and finish some work which is a good reason to skip today.

Nonsense. If I want to be able to walk away from the finish line having done my best, I need to prepare to some degree every day. You can't develop endurance fast.

All this is exactly the same for Prospecting; you have to do it on a regular basis, day in and day out, week after week in order to accomplish you goals. You can't sprint through the process; you must build a strong base from which to work.

When you start you will see that LSP is really not that difficult it just needs to be done on a regular basis. I will also expect to see more sales people on the circuit since you know that Training for Triathlons or Prospecting is the same.

Sell Well and Often

Bill Truax

Bill@BlitzCall.com

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.

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