Sales Prospecting and Prospecting Lists

2007-03-08 10:33:40

( Computers )



Sales Prospecting
Prospecting is the lifeblood of the salesperson. It is the process of identifying viable clients and recognizing the best way to market your product to them. As a salesperson, you must have your senses keenly attuned to the people you meet. Every person could have a need for the product you are selling. Finding the persons who need your produc,t or who are likely to appreciate its benefits, is essential. Sales prospecting can occur anytime and anywhere.

Prospecting Lists
The best way to begin prospecting is to tap into your natural market. Your natural market consists of the people you already know who are likely to need or want your product. To organize your approach, try creating a prospecting list. Prospecting lists are used by sales professionals the world over. It can be in any format you choose, but should indicate the factors that will determine a probable sale. Prospecting lists consist of an inventory of possible clients, and an evaluation of these persons as possible clients. For insurance prospecting, the factors written down are usually occupation, health, and age. For realtor prospecting, the factors are usually tied to ability to purchase land, and the need for real estate. Your prospecting list will need to examine relevant factors affecting the needs or wants of a person with regards to your product.

Prospecting Software
Some companies provide prospecting software for their agents. These are programs designed to evaluate the probability of making a sale based on entries made for specific prospects. Prospecting software is an invaluable tool to the salesperson because it can speed up evaluation of possible clients. Naturally, the prospecting software will be limited to a very mechanical formula. You will need to judge for yourself when to make exceptions to the software's recommendations.

Prospecting Techniques
Prospecting can happen anywhere. Think of prospecting as something that should happen naturally for you. When you are at the gym, strike conversations with people and listen to them intently. From what they say, you will be able to pick up hints on whether they may need or want your product. Identify people who could be a source of even more prospects; these individuals can be a great source of future business. Take not of people who have just been promoted or who have recently gained access to more money. They just might want to reward themselves by purchasing products you have to offer. Remember the factors that increase the likelihood of selling your product and see if they are present in the persons you meet. Above all, believe in your product. Most people can tell if a salesperson believes in what is being sold or is just giving a banal sales pitch. Believe in your product, and it will make a world of difference in your sales career. Good luck!


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