Hello and thank you for visiting my blog.
This is the second part of my series about the sales process. To read the first one see Sales Process Step 1 – Activity Level
This article is about Prospecting. The art of finding customers.
As any salesman knows the quality of your leads mean a lot.
Different products have different factors but what everyone has in common is that you want to spend time on customers that are the most likely to buy your product and that will be worth the most money over time.
When working time is truly money. You only have a limited time each day to sell. You must spend it wisely and spend it on the customers that will make you the most money.
If you are new to your company talk to the salesmen that have worked long in your comapny and try to learn about their best customers. What is the reason that they are so valuable.
Is their a chance to find other customers that might become as valuable to you?
This is what prospecting is all about. It is about learning where to spend you time and not to waste it.
I do recommend that you don’t spend all your time pestering your colleagues and just working with customers like theirs.
Like I wrote in the first part of this series Sales Process Step 1 – Activity Level the most important thing is to work with as many customers as possible.
If you are lucky you might even find a new niche that your colleagues haven’t even started to harvest. This could make you lots of money and a lot of new loyal customers.
Looking forward to hearing from you!