While cold calling the salesperson must estimate the probable worth of each prospect seen. He should also put them into a category that will satisfy his needs also. Not only must he be aware of his customer's and company's needs, but he must also be aware of his own needs. Which customers will provide him with the business he needs to make his numbers.
Here are some ways to judge the probable worth of the prospects you are cold calling on:
A- What are the possibilities of repeat business from the particular prospect you are calling on? Gain as much information as you can. Be observant. Try to place the prospect in a particular category. Make a mental note and then write it down. When you leave let your mind take a photo at that particular moment in time to try and categorize them.
B- If the prospect buys from a competitor, can you win the customer away? More information may be needed, but a judgment concerning this must be made as soon as possible. You must know whether you should pursue this prospect in the future or consider them a waste of time.
C- How would you classify the prospect as far as order size in the future? Small orders should require less of your selling time. It is the eighty twenty rule. Eighty percent of your time should be spent on the twenty percent of the customers which statistics show will give you eighty percent of your business.
When you are cold calling, remember, size up future prospects with your needs and your company's needs in mind. You owe loyalty to your company and customers and, you owe yourself a chance to be successful.
Thank You
Joe D'Ambra
www.basicsofsales.com
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