Sales prospecting
Sales prospecting is creating a pipeline of potential customers. Sales professionals who insufficiently sales prospect in terms of the number of people/organizations contacted often severely limit their number of sales. Sales professionals who fail to do an adequate amount of sales prospecting typically aggressively focus on weak prospects with low probabilities of buying their product or service due to not finding enough good prospects (For example, the product/service is not a good fit, lack of interest, lack of a budget, etc.).[1] Effective salespeople qualify sales prospects and contact them on a frequency that is commensurate with their level of interest and their potential fit with their product/service. Contacting a potential future customer too frequently in a given time period risks losing them as a potential future customer due to their annoyance and their increasing perception that the salesperson is pushy and/or desperate.[2]
Book
See also: Smart Calling
Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling by Art Sobczak. John Wiley & Sons Inc; 1st edition (March 10, 2010). John Wiley & Sons Inc; 1st edition (March 10, 2010)
See also
External links
Videos:
- Cold calling - video playlist, Video playlist
References
- ↑ It’s Time to Refocus Your Prospecting, Flannery Sales Systems website
- ↑ 10 TIPS FOR FOLLOWING UP WITH CLIENTS (WITHOUT BEING ANNOYING)