Dec9
How To Get More Prospects
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments
File under find more qualified prospects, finding more prospects, finding qualified prospects, get more prospects, get more qualified prospects, how to get more prospects, more prospects, qualified prospects
Discover How To Get More Prospects That Are Qualified
There is a right way and a wrong way to get more prospects. Unfortunately, too many salespeople are focused on the wrong way to get more prospects. Let’s explore both ways of finding more prospects and help you get more prospects that can and will buy from you.
The Wrong Way To Get More Prospects
Some salespeople have more energy than a power plant on steroids. They wake up each morning on a mission to get more prospects. For them, sales is a “numbers game” so if they get more prospects, they should close more sales. In their quest to get more prospects, they litter the Internet with Emails and “smile and dial” on the phone all day long. While they may enjoy high activity rates, they rarely generate great sales success. You see, that’s not how to get more “prospects”.
While we all want to get more prospects, these “high activity reps” are not succeeding in sales because they are overlooking one of the most important numbers in sales, Close Rate. Selling is not about meeting with people. Selling is about closing business. The question is not how to get more prospects. The question is how to get more qualified prospects that can and will buy from you.
Get More Prospects – The Right Way
Strategic prospecting is the way to get more qualified prospects. Too many “high energy” sales reps prospect by pitching a product. Strategic sales reps prospect by presenting solutions. For that reason, they find more prospects that can and will buy from them .
There is no benefit in finding more “prospects” and going on a ton of appointments for the sake of generating aimless sales activity. Besides, those reps are truly not finding more prospects. They are just meeting with a lot of “suspects”.
Sell The “Clean Floor”… Not The Broom!
I urge you to get more prospects by being strategic with your prospecting efforts. You do that by focusing on benefits. Here are some examples on how to use “benefits” to get more prospects.
“We help companies looking to reduce cost. Is that something you are looking to accomplish in the next 30 days?”
“We’ve increased productivity at the XYZ Company by 15%. If that’s something you are looking to accomplish, I’d like to tell you how we did it.”
The best way to find more prospects is by presenting benefits and solutions. Stay away from pitching a product, new features or your new lower prices. Get more prospects by only meeting with people that have a need for your product or service.
My job is to help salespeople get more prospects that can and will buy from them. If that’s something you are looking to accomplish, you should investigate a CD sales prospecting program called “Leveraged Sales Prospecting”.
SALES PROSPECTING PROGRAM
You may also benefit from my free SALES PROSPECTING ARTICLES
Remember, finding more prospects is not about a ton of activity that produces failed sales results. Instead, get more prospects by being strategic and focusing on “solutions”.
My best to you in your quest to get more prospects… that can and will buy from you.
Nick Moreno, Sales Prospecting Trainer
National Sales Center, Sales Training Company
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