“…prospecting is one of the most important yet most difficult tasks a sales or self-employed person must do in order to achieve success.” . . . → Read More: Sales Prospecting Lesson One: Solving the Problem of Prospecting
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Sales training courses in my opinion should both begin and end with sales prospecting. Prospecting is the lifeblood of any sales career. . . . → Read More: Sales Training Courses So, what do you sell? Or, what do you want to sell? Is there a particular market niche that you wish to pursue? Is there a particular product that is uniquely positioned for this moment in time? Isolate your product or product category before moving forward! . . . → Read More: Sales Prospecting Lesson Two: Laying the Foundation for a Prospect Factory Most data collected by salespeople is only used in the short term context of either closing or not closing an immediate sale. If the sale is not closed, qualifying information is discarded. You must, however, make it an ongoing priority to collect pertinent, qualifying facts about potential prospects in your market. . . . → Read More: Sales Prospecting Lesson Three: Collecting Useful Information No matter where you are in your sales career, the best time to begin collecting such a list is NOW! In many ways, your lifelong economic value has a direct relationship with the value of your lifelong contact list! Most finished leads are derived from two places. The first is as a result of personal interaction. In Prospect Factory, this is mostly over the phone, but it encompasses all areas of personal interaction alluded to in our lessons. The second source of finished leads is through One-Pagers that have been completed and returned by prospects. The two numbers are combined into a total that equals a substantial number of prospects. . . . → Read More: Sales Prospecting Lesson Five: Putting It All Together |
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