Prospecting

Prospecting is one of the most feared and disliked activities in selling, especially when it involves cold calling. But it is completely essential and a good sales person treats it as a professional and necessary part of the job.

Prospecting articles

Here are a few thoughts about prospecting.

Prospecting is...: Definitions.

The successful prospector: Could be you?

Fish where the fish are: Don't just look under the light.

Dealing with No: How to withstand the body blow of refusal.

Three customer types: That need different prospecting and selling.

Verifying the person: Check you are talking with the right person.

The cold call sequence: Key steps to get what you need.

The Elevator Pitch: Clear and concise description of what you do.

Prospecting methods

There are many ways of prospecting for new customers. Here are just a few ways of getting out there and finding prospective sales:

Clubs and societies: Combine pleasure and business.

Cold calling: Calling people who have no known interest.

Conferences and Exhibitions: Rich pickings here!

Direct mail: Send flyers and information.

Expert pull: Become an expert and they will come to you.

Getting referrals: Get people to give you leads.

Using referrals: Making use of the best leads you can get.

Orphans: Rescue customers abandoned by others.

Prospecting clubs: Collaborating with other sales people.

Web trawling: Finding useful detail online.

Your website: Is a very powerful modern tool.

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Prospecting

Prospecting articles

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Quick links

Disciplines

Techniques

Principles

Explanations

Theories

And