Your Success Starts with Great Prospects
Mark Hunter
Sales kickoff speaker helping you turn prospects into profits, it all starts with prospecting with integrity.
It's time you quit thinking that your inability to close sales is the reason you're not more successful. Yes, this can be a problem, but far more often I find the problem is at the top of the sales process and how you prospect.
There's a simple equation we can't forget: Bad Prospects = Bad Customers. I believe the failure to focus on who to prospect is the single biggest struggle for salespeople.
If you don't know who your perfect customer is and the outcomes they gain from buying from you, then how will you ever know who you should be targeting when you prospect? Just because somebody takes your phone call or responds to an email doesn't make them a qualified prospect.
When I'm coaching salespeople, I challenge them on the need to narrow their focus and to be laser tight as to who to be spend time and resources on. I know a lot of you are saying how you can't give up on any prospect or lead because it's only a matter of time before they will buy.
Hey, I applaud the positive attitude, but you can't forget you only have so much time and you need to close sales now, not 10 years from now.
When you zero in on a specific type of prospect, it's amazing how much more confident you will be and how much faster prospects will see value in you. The reason for this is simple -- You truly understand them, because you're not wasting time trying to understand every person in the free world.
Tighten your prospecting and you'll speed up your sales cycle and you'll in turn close more sales. If you want to get serious about your sales, I encourage you to join my coaching program at this link.
Copyright 2017, Mark Hunter "The Sales Hunter." Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.
Sales - Operations Manager SonataCare
7 年You can definitely reap the benefits of prospecting by taking the necessary time by carefully researching good fit prospects before offering them specific, targeted value. The key to prospecting is to be efficient, effective, and add value !
Channel | Partnerships | Enterprise | SaaS | Customer Success | Trainer
7 年My belief is professional social media tools like LinkedIn enable the relationship to build faster by giving prospects a insight into a individuals back ground. Some see this as intrusive, yet why do we choose to volunteer this information unless to allow others to research us. Be open to conversation on our professional profiles and the links they bring. Share and win strong relationships I say!
Proving Value
7 年Do you think social media tools such as LinkedIn are helping Sales people narrow their focus with more focused research, or are they presenting salespeople with too many prospects, leading to a "spray and pray approach"?
TEKSTER SOM TREFFER ??Over 20 ?rs erfaring som journalist & tekstforfatter. La meg fortelle historien om din bedrift, dine kunder & dine ansatte. ?? 91 10 39 [email protected]
7 年Sales is like dating: You could convince someone to date you ten years from now, with positive persistence - however, better not concentrate on them ??