SALES DIRECTOR
GETTING MORE PROSPECTS
Strange as it may seem and contrary to the basic formula of selling:
PROSPECTING IS A WASTE OF TIME
It is the thankless task of searching for individuals who do not want to talk to you and trying to sell them.
It has a very low return on time expended
It is only tried when leads or more business is needed.
Prospecting as described above is an event. To successfully produce customers that generate revenue prospecting should not be an event, it should be a process.
A process that permits one to stay in touch constantly
A process that allows one to compete for business when the customer is ready to buy, not when you need a lead.
A process that places those who might buy into one of three categories: Suspect, Potential, and Prospect.
Contact us for a 15 minute prospecting assessment (623) 235-2511. We’ll ask you three key questions that will open your eyes on how to stop wasting time prospecting for sales that have a low probability of generating revenue.