Prospecting in Sales

           

 Prospecting is the lifeblood and key to success in sales.Daily prospecting is like sowing seeds everyday.This ensures that you can harvest continuously.Sales professionals who get involved in too many activities,forget or don't have enough time to continuously prospect.That's when problem arise.They go into feast or famine mode.Regardless of how busy a person is today or how well they are doing,if they are looking to achieve good results in selling they must engage in prospecting daily.

        Who is a prospect?
Prospect is someone who meets the following three criteria :
1. A need for your product.
2. Ability to take a decision.
3. Money to buy your product.
If any one of the above criteria is missing,he is not a PROSPECT.

SOURCES OF NEW CUSTOMERS :

1. News media 2. Competitors. 3.Industry association memberships 4.Referrals from partners and existing clients.5.Networking through fraternal organization.6. Telemarketing 7.Direct mailing 8.Advertisement 9.Cold calling 10.Websites and blogs 11.Trade shows 12.E-marketing/Social media.

Existing customers-The best source of new customers is through referrals from existing customers.
These are some of the important sources of new customers.
NOTE : Simply having good intentions doesn't bring business.Good and consistent action brings business.

Signature Presentation : Good Sales professional create a sixty second grabber,or something called a 'trademark' or 'Signature presentation.'Signature presentation is a presentation in which you don't have enough time to give your complete presentation.In such cases,if you you are going to give a long speech,you are losing out.Hence,there is a must to develop an extremely short presentation,comprising of 2-3 attractive statements.Your statements must make the other person saying,'Tell me more about it.'This will increase the probability of closing the sale.Hence,Signature presentations are important.

THE NATURAL MARKET : In Sales,its always important to understand the market.There is something called "Natural Market."Natural market refers to friends,relatives and acquaintances.There are several benefits of contacting the natural market when you are involved in Sales.

I learnt the following benefits of calling them :
1. Getting an appointment from them is relatively easier than getting an appointment from an outsider,
2. When they are buying the same products from someone,so why not from you ?

3 If they don't need your product today,they will atleast know whom to contact when a need arises.

4. Hopefully the relationship will mean providing a better service.
5. Knowing your credibility,they will give referrals more easily even if they don't buy your product now.

      This is some substantive information about 'Prospecting in Sales' that i could provide.Hopefully,it was useful and knowledgeable.
Thank you for reading.
-VISHWESH WALI,INDIA