Sales Prospecting and Priorities

Happy New Year everyone!

I hope 2016 is off to a great start for you!

You’re probably thinking that this blog post is about how sales prospecting should be a priority this year.

Well, it’s not! Got you! We all know sales prospecting should be a priority.

I read David Newman’s book recently titled “Do It! Marketing: 77 Instant Action Ideas to Boost Sales, Maximize Profits, and Crush Your Competition”

One of the chapters talked about follow up and how it can be tedious, yet necessary.

To get your prospects to a quick “yes” or “no” on whether they should schedule a meeting with you, ask them a question about their priorities.

Examples:

Is using walkthrough data for instructional improvement a priority this year?

Is adding a mobile app to expand your audience reach and increase your advertising revenue a priority this year?

Mine: Is getting your sales team in front of more qualified prospects a priority this year?

It’s a yes or no question. If their answer is no, move on because no amount of arm twisting is going to work because companies and businesses have many competing priorities.

If their answer is yes, get them to expound: How so? Tell me more? How long have you had this problem?

Get them to verbally throw up on the table! Hope this tip helps!

I’m Ray Ruecker with Connect 5000. Wishing you a prosperous 2016!