Written by Sean McPheat |
5 June, 2013
As a salesperson, I’m sure you’ll agree that prospecting is one of the most important tasks you can carry out.
I’m sure you’ll also agree it’s one of the least-enjoyable and time-consuming tasks that you would rather forego, if you had the chance.
We all recognise it for what it is…a necessary evil. But there are many salespeople who actually like and look forward to prospecting because that have strategies and mind-sets that support their processes, and they see that success comes with following procedures that create opportunities from prospecting.
Identifying strategic questions can be the first step in identifying who the best targets should be for initial prospecting. Many of the failures in prospecting come from the fact that the list of prospects themselves is poor. They might be out-of-date bought lists that creates no confidence in the call at all.
Here are some specific questions to ask yourself before you even think about setting prospecting goals:
Answers to these questions will help us create a list of prospects that will give us confidence in building a great list. Targeting correct prospects will help us achieve our appointment goals and help businesses recognise that we are a prime source of help in aiding them to achieve their goals
Before I sign off, here are some more tips on becoming a great sales person: