Close Every Sales Call

High Percentage Prospecting

Walking in one door pitching and then walking in the next door and pitching is certainly one way to prospect - but not a very good one...  and arguably the worst.

With only so much time to accomplish your goals, the key to great prospecting first starts with understanding your products and applications for your product.  Look inside your client base and understand how your product has helped clients and then first look for like clients.  If it helped one type of client or industry segment it will more than likely help them all.

When I was selling plastic designed to run on certain machines, I tried to find out who had purchased those machines.  I tried to figure out who had bought those machines.  Clients often know who else is using the machines they use and ask them.  I knew if I found the machines I had a chance.  Try finding the salesperson that sells those machines.  The concept here is to broaden your approach in terms of finding who can best use your products and target them.

Random cold calling is the worst - what a waste of time.  Warm Cold Calling is much stronger.  If you know that the prospect could use your products you're half way to a sale!! 

Enlighten your sales process.

The goal isn't simply to find MORE prospects. It's to find more of the RIGHT prospects.

Every hour you spend pursuing someone who is unlikely to buy is an hour you can't spend with someone who might. That's why prospecting, qualifying, territory management and time management have to work together.

In Close Every Sales Call, I take those ideas much further — including what happens after you've found the right prospect and are finally sitting across from them. That's where the logical path of the sales call becomes critical.

If you want to build a pipeline based on better opportunities instead of simply more names, get your copy of Close Every Sales Call.