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sales prospect Tagged Articles



3 Fact Finding Questions to Convert Your Sales Prospects into Customers
How successful are you in converting your sales prospects into customers? These 3 quick fact finding questions may help you increase sales.
7 Things To Avoid When Building Customer Relationships
What do you focus on when you meet with new sales prospects? Do you concentrate on what's important or do you hurry-up and start selling? Here are seven things to avoid when building customer relationships.

Salesmanship 101
One of the keys to achieving selling success is to employ your ears before you engage your mouth. Learn how to ask great questions.
Trustworthiness
It pays to be on time. Don't keep your customers waiting - learn why here.
Sales Questions To Ask Prospects That Get Through To Their Bosses
What can you do when sales prospects seem interested yet keep stalling, avoiding commitment because they're not the only decision-makers? Asking the right sales questions is vital when their bosses are part of the decision-making process. Here's how to ask them, streamlining your sales prospecting process, saving time, and closing more sales.

Simple Selling
Simple selling is easy to do when you don't over complicate the selling process. Learn why it's important to focus on one product at a time. Make it easy for your buyers to buy your products.

A Big Sales Tip
Here's a big sales tip. How would you like to keep close tabs on your biggest sales prospects, best customers, and fiercest competitors without having to lift a finger or pay a penny? Now you can!

Basic Sales Techniques
Learn these no-brainer basic sales techniques and watch your sales take off. And always remember, selling is easy when you work hard at it.

Prospecting: Working Smarter, Not Harder
Five tips to successful sales through prospecting efforts from Building Leaders, Inc.
Selling Scripts That Work
Selling scripts are the one thing most salespeople shy away from. There's a big difference between sounding canned and being prepared. Learn six selling tips you can use to prepare your opening statement when calling your sales prospects.

Handling The Price Objection
Handling the price objection is no easy task for most professional salespeople. In fact most salespeople dread having to deal with it. Here are three practical ideas you can use whenever you're forced to respond to the price objection.

The Price Is Right
The price is right if you don't have to lower it in order to get the business. Learn new pricing strategies you can use to grow your business.
How to Find the Right Sales Mentor
Here are five tips to help you find your right sales mentor.
How to Put More Prospects in a Buying Mood
A reader shared with me recently that her email prospecting campaign was attracting attention and responses, but most of her prospects weren’t interested in buying right now. So it’s her job to create immediate interest.
The 20 Worst Prospecting Voicemail Mistakes Salespeople Make
Among salespeople who make sales prospecting calls, there’s a hot debate about whether or not you should leave a voicemail message. For a voicemail to have any impact, however, you have to avoid the common blunders.
Why You Don't Want Sales Prospects to Save Your Emails
It is critical that you write sales prospecting and lead-generation emails that compel your sales prospects take action right away. There are four rules to make that happen.
Can you get to ROI faster by slowing down your sales cycle?
Close more profitable deals by slowing down your sales cycle. When you try to close the sale too quickly, before earning the prospect’s trust, it generally becomes a price game – and that’s a hard one to win consistently.
Are Your Sales Scripts Working For or Against You?
Although sales scripts may contain tried and proven tactics for converting sales prospects into customers, a surefire way to drive a wedge between you and your prospective clients is to sound like you’re reading a script or regurgitating memorized lines. Bridging the gap between salesperson and sales prospect often requires a conversational, informal delivery that won’t come across if you’re reciting a script.
10 secrets to online success (its all about the customer) - Todd Jamieson
In the last eight years of working with all types of businesses, the most common mistake companies make is believing that their web site will do all of the work for them. Sure, a web site will definitely help productivity but it can never replace the human element of your business.
What Makes Your Customers Wince
Let's face it there are lots of people impersonating professional salespeople and when that happens this is what happens - it makes your prospects and customers wince. This article reveals what makes people wince during a sales call.

Other sales prospect Related Articles

How to Read Customers
Actions do indeed speak louder than words. In sales, our customers actions communicate feelings a lot more clearly than their words do. It is the salesperson´s job to "read" a customer; it´s the sales person´s job to determine how serious the prospect is, if indeed, he/she is the decision maker, and whether or not the prospect has the budget. It is the rare prospect who comes right out and offers this information. More often than not, they prefer to keep this information to themselves. Fortunately for us, their body language often betrays them.

Time To Get Ruthless!
Is Your Prospect List A Goldmine Or A Landmine? As anyone in professional selling knows, your prospect list is your lifeline. No prospects mean no sales, and no sales mean no money! But have you ever looked at your prospect list and realised this list of people you should feel excited and enthusiastic about calling actually makes you want to do anything but pick up the phone and start making those calls? Have you ever looked at a name on your prospect list and thought, “Oh no, I can’t ring them again!” Instead of feeling like your prospect list is a goldmine ready to provide you with unlimited commissions you start to see it as more of a landmine – you start hesitating to call your prospects and you get a feeling of dread whenever you look at it!
Keep Prospecting Simple©
Most sales professionals hate to Prospect, but know that Prospecting is their life line to sales growth. I have found that keeping the Prospecting process as simple as possible makes it more likely that your sales team will Prospect more often. Here are the two simple steps I suggest.
Who's Asking the Questions Here Anyway?
What often happens on an initial sales call is the prospect asks the sales rep to justify themselves. Well, not actually in those words, but they ask the rep questions such as -- Describe what you do. What do you sell? Why should I buy from you? And other probing questions that not only put the sales rep in a defensive position, but puts the prospect in control of the meeting.
3. Penetration Selling -- Penetrating the Prospect's Reluctance to Communicate
Once your prospect is “located”, the Prospecting step is complete and you are ready to begin the “Opening” step. In Penetration Selling, Opening is defined as getting the prospect into open, trusting communication. That is to say, getting the prospect willing to communicate openly and honestly with his salesperson. In order to successfully lead your prospect through the final three steps of the sales process, which will hopefully culminate in a completed sale, it is essential for...
Sales People are Cowards!©
The most important selling skill for a field sales professional is Prospecting, since it sets them up so they can use all their other selling skills. But most sales people are never taught how to prospect, so they fear it. As a result, they don't prospect and that causes all kinds of problems. Here is the solution.
A Consultative Approach
If a sales person pitches a prospect too early in the sales process and has not taken the time to fully appreciate that prospect’s requirements, they are likely to encounter much more resistance in comparison to a sales person who has first sought to identify and agree the prospect’s requirements prior to presenting their proposals. In the current competitive climate where the role of sales people is becoming even more demanding, organisations that adopt a consultative approach are more successful.

WHAT MAKES A QUALIFIED PROSPECT, QUALIFIED?
Have you ever asked yourself, what are the specific characteristics of a qualified prospect? What are the minimum pieces of information I need to know to determine if the potential for a sale exists? What pieces of information are required before you consider a prospect qualified? Am I using a consistent sales system or process to successfully obtain the information needed? Here are 17 areas with questions you may want to ask yourself so you can create a qualified prospect profile also known as an Account Sales Profile™.

Persistence and the Honourable Retreat
Did you know: Over 50% of sales people give up at 1st contact if they get a ‘NO' from the prospect never to go back to that prospect again. At the 5th contact 7% of sales people are left to speak with the prospect to see if they can do business together. At the 8th contact there is only one sales person left to work with the prospect. Hopefully it is you. Many sales people, especially those new to sales, often take it personally when a prospect says ‘NO'. Many fail to persist and often fail to favourably position themselves to ‘leave the door open' for future contact thus limiting their sales opportunities even further.
Prospects Aren't Really Prospects
Sales has a goal: find a prospect with a need and sell a solution. You can call it anything you want, use all of the fancy terms about serving your client, be a Trusted Advisor or a Relationship Manager, do whatever you can to understand need and make nice. But at the end of the day, your job as a seller is to place your solution. Unfortunately, we do it the long, hard way: we assume - and this is a baseline assumption in the sales industry - that when we notice a ‘need' that our solution can fulfill, we have a prospect. Yet we consistently close 7% of our ‘prospects.' Obviously our assumption that a prospect with a need which our solution can resolve is a specious assumption.
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