National Sales Center

Sales Prospecting Advice From The Top Sales Pros

Many reps view sales prospecting as a necessary evil. They rather be selling than sales prospecting and who can blame them? The top pros have a different take on sales prospecting so allow me to give you some of their advice.

News Flash, People are busy. The problem with sales prospecting is that no one has the time meet with a sales rep. This is true now more than ever. The pros know that time is the enemy when it comes to sales prospecting. They also know how to overcome it.

Time is precious and sales prospecting is about asking someone to give you some of their time. That’s a very tall order. The top pros go about prospecting with one question in mind. Why should someone give you his or her time?

The key to successful sales prospecting is knowing that people will only give up their time when there is something in it for them. On the surface, this may sound elementary but in practice it changes everything. Let’s see how this concept is applied to sales prospecting.

The top pros never contact someone to tell them about their new prices, product or features. Who care about those things? The also never begin sales prospecting by saying “I’d like to meet with you”. Prospects are not going to meet with you just because you want to meet with them. The key to successful sales prospecting is delivering an efficient message about how someone will benefit from meeting with you. Anything less than that is a sales prospecting disaster.

Sales prospecting is about connecting the dots for the prospect. The product is not important. The benefits are the only things that are important. Sales prospecting is not about the widget. Sales prospecting is about the benefits gained by using the widget. The sales prospecting message must be about things like saving time, saving money or becoming more productive. That’s how you connect the dots for your prospect and give that prospect a compelling reason to meet with you.

The top pros build upon this sales prospecting concept and take it one step further. Their sales prospecting message contains proof that they can deliver what they are promising. They accomplish this by discussing the benefits their customers are enjoying. “We’ve been able to save the XYZ Company over $12,000 a year and we may be able to do even better for you.” Notice the word “widgets” was never mentioned. Who has the time to hear about widgets? Saving $12,000 is a different story.

I hope you’ll remember this sales prospecting advice from the top pros and use it the next time you’re out there doing some sales prospecting.

I wish you great sales success!

Nick Moreno

Tags: Sales Prospecting