In today’s episode of the Salesman Podcast, Richard Smith joins us to discuss if it is indeed possible to eradicate all prospecting troubles. Further, we talk about the reasons why salespersons experience troubles, the fear of prospecting, how to get over it, and a whole lot more.

Richard is the Co-Founder and VP of Sales of Refract.AI. He is also the author of the book Problem Prospecting?!: Completely Eradicate Your Prospecting Troubles. 

Resources:

BOOK: Problem Prospecting?!: Completely Eradicate Your Prospecting Troubles By Leading With Problems

Richard on LinkedIn

Feel the Fear and Do It Anyway by Susan Jeffers

Instant Confidence by Paul McKenna

Good to Great by Jim Collins

Transcript

Will Barron:

Coming up on today’s episode of the Salesman Podcast.

 

Richard Smith:

One of the reasons people have troubles with prospecting and I’ve experienced these myself. I continued to experience these through other people that work on my team. People I don’t work with who share their troubles with me. And it kind of whittles down five main points really. One, for a lot of people, they just don’t know how to get started. I’m sure there’s people that start listen to this podcast right now thinking, yeah I experienced that, but I can get around it. And I experienced that and I can get around that. But actually for so many people they don’t go somewhere to address these…

 

Will Barron:

Hello salesnation. My name is Will Barron and I’m the host of the Salesman Podcast, the world’s most downloaded B2B sales show. In today’s episode, we have the legend is Richard Smith. He is a VP of sales over at Refract. And he is the co-author of the book, Problem Prospecting. And that is exactly what we’re getting into on today’s episode of the show. Where you should learn how to prospect, the fear of prospecting and how to get over it and a whole lot more. So with that said, let’s jump right into it. Richard, welcome to the Salesman Podcast.

 

Richard Smith:

Will, pleasure to be here. As a longtime listener, it was very nice late Christmas present to get an email inviting me to come on. So yeah, really, really excited to be here and chat with you.

 

Can Salespeople Completely Eradicate Their Prospecting Troubles? · [01:35]

 

Will Barron:

I’m excited to have you on and chat with you as well Richard. So today’s episode, we’re going to get into how and I’m somewhat quoting here, how to completely eradicate your prospecting troubles. Now, just to frame up the conversation, because it’s a bold claim and it’s going to get loads of clicks and downloads for sure this episode on a title as that alone. But is it really possible to eliminate all of our prospecting trouble?

 

“For many people, and I find this is a really big problem, they’ve never actually been told how to prospect. And when I say that, I mean specifically what to do, what to say,