All your customers were once prospects. Without prospects there will be no customers. Yes we have heard it all before.<\/p>\n\n\n\n
Today’s thought is about managing your prospect list. It is one thing to have a long prospect list and another to be working the list for maximum return.<\/p>\n\n\n\n
One way to mange your prospect list is to grade them using criteria such as the following :<\/p>\n\n\n\n
Focus on confirmed high potential sales targets that have a high probability of closing in a short period of time. This information will also allow you to more accurately forecast sales.<\/p>\n\n\n\n
Many times I have seen sales people spending too much time on low potential prospects. Be mindful of being seduced by the lure of a huge apparent potential with little chance of closing the deal. Make sure your information is sound and that the insights you draw are realistic.<\/p>\n\n\n\n
Be wary of “Hopium” and “Happy Ears”<\/a> as described in detail by author and sales expert Dave Kurlan.<\/p>\n\n\n\n Don’t get hooked on low potential prospects.<\/p>\n\n\n\n Good selling, Have a question about sales? Contact Sakanashi and Associates Inc.<\/a> and I will respond.
Richard<\/p>\n\n\n\n
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