|
THE
LIST
PROSPECTING
A sales skill that can be used to find gold.
Why is it that some sales reps consistently earn a six-figure annual
income while other reps, putting in the same hours, selling the
same products and trained by the same sales manager struggle each
month financially to make ends meet?
The answer to this question is painfully simple; the six-figure
sales reps spend more time on the phone and never forget to ask
for referrals.
Top producers don’t need to be told to ask for referrals or
to follow up on hot leads because they understand that prospecting
is a necessity and not just an activity. The good news is that prospecting
for new business, like any other skill, can be trained and developed
into a habit.
John Boe, Monterey, CA, www.johnboe.com/meetjohn.html,
is a nationally recognized sales trainer and business motivational
speaker with an impeccable track record in the meeting industry.
He presents a wide variety of motivational and sales-oriented keynotes
and seminar programs for sales meetings and conventions.
|
6 Prospecting Tips to Build Business |
•1. Don’t Forget to Ask for Referrals.
Timing is everything. Research indicates that the most effective
time to ask for referrals is right after you’ve made
the sale or provided a valuable service for your customer.
2. Train and Reward Your Advocates. An advocate
is a person who’s willing to go out of his or her way
to recommend you to a friend or associate.
3. Strike While the Iron is Hot. Prospects
are perishable and need to be contacted quickly. Each day
you let slip by without making initial contact with your referral
dramatically reduces the probability of you making the sale.
4. Schedule a Minimum of Two-Hours a Day for Phone
Calling. Make your phone calls in the morning while
you and your referrals are both fresh and alert. Treat your
prospecting time with the same respect you would give to any
other important appointment.
5. Qualify Your Prospect at Maximum Range. Unfortunately,
not every prospect will be interested or qualified financially
to purchase your products or services. Successful sales reps
know when it's time to cut their losses and move on.
6. Don’t Take Rejection Personally.
Rejection is to be anticipated as a natural aspect of the
qualification process. Learn from rejection by using it as
a valuable feedback mechanism.
Source: John Boe, www.johnboe.com; PO Box 3286,
Monterey, CA 93942-3286; (877) 725-3750.
|
|
