Thoughtful Thursdays – Have you reviewed your prospect list lately?
A common obstacle that sales professionals face is not having enough time. Todays thought is about a way to buy some of that time back.
When executed according to plan, a good sales process will make the best use of the sales persons time and work to shorten the sales cycle. Part of the overall sales process should include a regular review of your prospect list. In order to be beneficial, this review must objectively look at each prospect and prioritize the importance of each.
Here are a few points to consider when setting or resetting the priority.
- Expected closing date
- Initial sales potential
- Lifetime sales potential
- Profit margin
- The hope factor
The next step is to determine if any of your prospects can be moved out or taken off the list. This relates a lot to the hope factor. In my experience, the stronger the degree of hope, the less chance of the sale closing.
Sales people spend much with prospects who they hope to close. Focusing less on hope can add a lot of time to your otherwise busy schedule.
Good selling,
Richard
Have a question about sales? Contact me and I will respond.
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