Prospecting : the most important part of selling
Have you ever heard your sales manager tell you than sales is a numbers game? It’s absolutely true! That being said there is a way for you to become more effective in your selling by increasing your efficiency and raising yours “close rate”. One way this can be done is with intelligent prospecting. I know many a sales person who jump right to their CRM and just start flipping through the records. This can be successful and land tons of sales (in some verticals). For most industries there is a better way to do it. This is where really knowing your product and its potential customer comes into play. Once you have a handle on these two things make sure you populate your prospect list with warm prospects.
Ask yourself:
1. Could this person have a need for what i’m selling?
2. Are they a current user of the product/service I am selling?
3. What could my product/service bring to the table?
4. Does it appear they have the budget to afford my service/product?
5. Based on my information on this prospect how am I going to go after them?
Once you have answered these questions you’ll be better informed to start the sales process with your prospect. You really want to make sure you have you a goal with each sale. You’ll have different goals in mind if you were selling a local software company or Microsoft.. right? Make sure you deliver a strategic approach and make each sale count. This way you will have a greater control over the “numbers game” and will end up on top every time.