Salespersons 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 :
- Meet Target Group (TG) of customers in groups or meaningful congregations
- Meet Target Group (TG) of customers one by one sales consultant
When do you meet TG in congregations?
- Small ticket size prospects
- Low probability prospects
- Time and cost of meeting prospects is a constraint
When do you meet TG one by one?
- Large ticket size prospects
- High probability prospects
- Opinion Leaders as prospects
- Highly influential prospects
What should you not do while meeting TG in congregations?
- Try to sell your product or service sales strategy
- Try to seek opinion
What should you do while meeting TG in congregations?
- Try to establish the concept behind your product or service
- Take feedback only (not opinion)
What should you do while meeting TG one by one?
- Need Analysis by structured portfolio assessment
- Part closing after every Benefit closing
What should you not do while meeting TG one by one?
- Meet more than one at a point of time
- Meet one by one without all stake holders in place
Does prospecting warranty sales?
- No, all new sales will come from prospecting but all prospecting will not lead to sales.
- 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?
- No, all salespersons must prospect irrespective of their level in hierarchy.
- You can meet people of your level and yet be prospecting
What will happen if a salesperson stops prospecting?
- His sales funnel will suffer and one fine day he may not have enough enquires with him to follow up.
Sanjay is the Chief Knowledge Resource of Strategic Concepts (I) Pvt Ltd, Nagpur. He has a hands on working experience of 33 years in Sales Management across industry verticals and geographies in the global market. He can be contacted on 9970506000 for any clarification on this blog. For more details log on to http://consult4sales.com/