FAQ on Prospecting for New Customer Leads

Sales Consultant who do not prospect for new customer leads are bound to be a liability to this function of SALES sooner or later.

Prospecting can be done in one of the following ways :

  1. Meet Target Group (TG) of customers in groups or meaningful congregations
  1. Meet Target Group (TG) of customers one by one
  • When do you meet TG in congregations?
  1. Small ticket size prospects
  2. Low probability prospects
  3. Time and cost of meeting prospects is a constraint
  • When do you meet TG one by one?
  1. Large ticket size prospects
  2. High probability prospects
  3. Opinion Leaders as prospects
  4. Highly influential prospects
  • What should you not do while meeting TG in congregations?
  1. Try to sell your product or service
  2. Try to seek opinion
  • What should you do while meeting TG in congregations?
  1. Try to establish the concept behind your product or service
  2. Take feedback only (not opinion)
  • What should you do while meeting TG one by one?
  1. Need Analysis by structured portfolio assessment
  2. Part closing after every Benefit closing
  • What should you not do while meeting TG one by one?
  1. Meet more than one at a point of time Sales Strategy
  2. Meet one by one without all stake holders in place
  • Does prospecting warranty sales?
  1. No, all new sales will come from prospecting but all prospecting will not lead to Sales Training Programs .
  2. Prospecting warranties that the salesperson will never be short of inquiries and hence sales calls.
  • Should you stop prospecting, once you become very senior in sales?
  1. No, all salespersons must prospect irrespective of their level in hierarchy.
  2. You can meet people of your level and yet be prospecting
  • What will happen if a salesperson stops prospecting?
  1. His sales funnel will suffer and one fine day he may not have enough enquiries with him to follow up.

Related posts