5 Step Process to Prospecting

27 Aug 2015
Doug Dvorak
sales-prospecting

Managing your sales territory and engaging in prospecting has been an important part of sales success for years. The right prospecting and management of your sales territory is one of the first and most important steps to finding sales success. If you are looking to engage in better prospecting and a more effective management of your sales territory then there are a few easy steps you can follow that will help you find the success you are looking for.

 

Step One: Developing the Right Attitude

Before you try developing new prospecting approaches you first need to make sure that you are approaching the prospecting process in the right way. Those who are successful with sales often view prospecting as a fun way to get to know new people. You should use the process of prospecting as a way to start building professional relations with new people; not to give out a sales pitch. It is important that you enter this process fully aware that you are going to receive many rejections.

 

Step Two: Studying Your Target Market

After you know who your target market is within your territory, you will want to study your target market of buyers. Think about who they are, what their needs are and what types of things will fix their problems. Your goal as a sales professional will be to help your prospect understand they have a problem and then provide a solution to that problem so you need to develop an approach that will help them see that.

 

Step Three: Create An Innovative Prospecting Process

The idea of presenting prospecting in a new way, is an important step in the prospecting process and a step that will help you get better results. If your traditional way of prospecting was by phone; take the time to develop new prospecting methods. Learn how your leads like to be contacted whether it be through text, email or even social media and approach them in that way as a fresh approach to prospecting.

 

Step Four: Set Up Your Meetings At New Places

When its time to set up your meeting with prospects that have proven to be more than just leads; try to pick an unusual place for your meeting so that you will stick out of the crowd and so you can start building your professional relationship in a relaxed environment. Places like resorts and tennis clubs or golf clubs always make great locations.

 

Step Five: Maintaining Communication With New Tools

As you continue to maintain communication with your prospective clients to seal the deal on your sale; try to use newer and more advanced tools. This will help make communicating easier and can show your prospect that you are cutting edge. For example; instead of a traditional phone call, try video chat instead.

 

Having a 5 step process to prospecting and territory management will help improve your sales. Continue to use a process throughout your sales process and you will find it much easier to overcome rejection and other obstacles.

Happy Selling!

 

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