{"id":1314,"date":"2014-09-04T08:00:57","date_gmt":"2014-09-04T12:00:57","guid":{"rendered":"http:\/\/sakanashiandassociates.com\/blog\/?p=1314"},"modified":"2019-04-03T08:58:29","modified_gmt":"2019-04-03T12:58:29","slug":"thoughtful-thursdays-have-you-reviewed-your-prospect-list-lately","status":"publish","type":"post","link":"https:\/\/sakanashiandassociates.com\/blog\/2014\/09\/04\/thoughtful-thursdays-have-you-reviewed-your-prospect-list-lately\/","title":{"rendered":"Thoughtful Thursdays &#8211; Have you reviewed your prospect list lately?"},"content":{"rendered":"<p>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.<\/p>\n<p>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.<\/p>\n<p>Here are a few points to consider when setting or resetting the priority.<\/p>\n<ul>\n<li>Expected closing date<\/li>\n<li>Initial sales potential<\/li>\n<li>Lifetime sales potential<\/li>\n<li>Profit margin<\/li>\n<li>The hope factor<\/li>\n<\/ul>\n<p>The next step is to determine if&nbsp;any of your prospects can be moved out or taken off the list. This relates a lot to the hope factor. In my experience,&nbsp;the stronger the degree of hope, the less chance of the sale closing.<\/p>\n<p>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.<\/p>\n<p>Good selling,<br \/>\nRichard<\/p>\n<p>Have a question about sales?<a title=\"Contact Sakanashi and Associates Inc.\" href=\"http:\/\/www.sakanashiandassociates.com\/contact\" target=\"_blank\" rel=\"noopener noreferrer\"> Contact me <\/a>and I will respond.<\/p>\n<p>Please share Thoughtful Thursdays posts with people you feel may find the topic interesting and helpful.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>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&#8230; <a href=\"https:\/\/sakanashiandassociates.com\/blog\/2014\/09\/04\/thoughtful-thursdays-have-you-reviewed-your-prospect-list-lately\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"footnotes":""},"categories":[15,65,5,34,3],"tags":[66,60,35,36,73],"class_list":["post-1314","post","type-post","status-publish","format-standard","hentry","category-sales","category-sales-process","category-sales-tips","category-things-that-can-shorten-the-sales-cycle","category-thoughtful-thursdays","tag-sale-process","tag-sales-2","tag-sales-tips-2","tag-shorten-sales-cycle","tag-thoughtful-thursdays"],"aioseo_notices":[],"_links":{"self":[{"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/posts\/1314","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/comments?post=1314"}],"version-history":[{"count":9,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/posts\/1314\/revisions"}],"predecessor-version":[{"id":3586,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/posts\/1314\/revisions\/3586"}],"wp:attachment":[{"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/media?parent=1314"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/categories?post=1314"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/tags?post=1314"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}