The benefits of prospecting to a salesperson. Wow! I never imagined having to write about this, thinking it was obvious, but alas! here we are. I’ve come to realize it is not obvious to many sellers. Four happenings last week informed this revelation. I was reminded by a reader that there are always new salespeople
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There are many lessons in prospecting from political campaigning, but I will confine myself to three. First though, prospecting is the never ending quest for qualified people to buy what you are selling. In the case of the politician, it’s seeking your vote. And for the politician, a classic case of prospecting in personal selling,
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Prospecting is the most important step in selling. Yet many salespeople will complain when it is done for them. When you are handed a portfolio of existing customers to grow, celebrate. Yet, many sellers complain-especially if they are customer service agents. Celebrate because the most important part and difficult step in selling is done for
This inability to sell to the right person, can lose one a job at an interview or a pitch to a panel. If you don’t prospect, you (professionally) die. Prospecting is the never-ending search for potential buyers for your product. When you prospect, you ensure you are selling to the right person. But it first
Prospecting frees you of the misleading notion that,“Watakuja tu”. (Fret not. They’ll come) Here are 3 reasons why you should prospect Let me state the obvious today. Because, again and again, as obvious as it is, it is disturbing how rarely it happens. Sometimes, it makes me think that if breathing was not a reflex
Deploy your passion to prospecting successfully online. Will it be easy? It’s your lifeline. Just start. Deploy your passion to prospect successfully online. To begin with, prospecting is the lifeline of successful selling so I’ve said, repeated, reiterated and will continue to evangelize. Prospecting is identifying the right person to sell to. Therefore, successful sellers
Spread your prospecting efforts. The internet allows sellers, selling sandals or owning a shoe shop, to affordably cast their nets wide, and spread like a pandemic. To begin with, there’s business bloom to be found in this pandemic gloom. Yup! This is what those that have migrated online are finding and mining. And that those
Prospect differently online. It cannot happen with the seller incessantly calling up up the buyer, sending unending emails or insisting that the buyer should accept the pandemic is here and move on. Prospecting and approaching the online buyer is different from how it is offline. The offline, traditional, approach offers numerous opportunities for prospecting. Prospecting
The disease will pass but your targets won’t. And when it does, sellers that exploited the ‘idle’ time will thrive. These work from home sales activities can help Stay home. Don’t shake hands. Keep social distance. Observe the curfew. And now, don a mask. Face-to-face selling is facing unprecedented challenges. With the coronavirus accompanying us
Continually get leads and invest time in converting them, This significantly lowers the prospecting burden, increasing your closing ratio. To begin with, when you are given a lead, wring it dry before throwing in the towel. Most sellers give up at first blush, much to the dismay of the lead giver. Here are three reasons