Quality prospects can come from a variety of different sources. Today the salesperson must think out of the box as the saying goes and consider all sources, some of which may seem new and strange to them.
Some salespeople can drive through their territory and spot prospects easily. Salespeople who sell drug stores, supermarkets, garages and the like can easily spot potential prospects.
Finding potential prospects that are in fields not so easily recognizable involves two main steps:
1- Discovering all of the sources through which prospects might be located.
2- Qualifying specific prospects for buying potential.
Lead sources can also come from leads obtained from others and also leads you uncover yourself. Prospecting can be made easy if you look at the following:
A- Present customers. They can furnish you with the names of possible buyers and also furnish referrals.
B- Salespeople who sell non-competitive products.
C- Non prospects who give you information through their mutual acquaintances.
D- Social contacts.
E- Junior salespeople and trainees.
F- Your company. They supply you with leads, lists, and also the names of inactive accounts.
Prospect lists that are provided by your company are great but to be successful you must still explore all areas for potential buyers. The more you use your own mental faculties the better the chance you have to succeed.
Thank you
Joe D'Ambra
www.basicsofsales.com
Sales blogs offering sales tips
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