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  • Tips & Ideas to Get Better Prospects

    Posted by Mark Hunter on TheSalesHunter.com

    "Prospecting does not have to be as painful or as hard as you think. The first rule is to make every conversation one where you earn the right, privilege, honor and respect to meet with that person again. Sales and prospecting is not a slimy or ugly activity like some people describe it. I count prospecting and sales as an honor. When you prospect with integrity, you’ll gain customers who have integrity. Sales and integrity go together in the same way that integrity and prospecting do. One of the main reasons why I love sales is because it’s nothing more than having a conversation.

    Each sale occurs in three different ways: “repeat,” “get,” and “create.” The “repeat” is a measurement of the quality of the service you provide. The “get” is an indication of your marketing efforts; this is business that simply comes your way. What does this mean? It means that prospecting is about creating opportunities, and that’s what I say that sales is about helping others see and achieve what they didn’t think was possible.

    Your time will always be your most valuable asset, so your prospecting process must be efficient. Don’t waste your time by thinking everyone is a lead. This can be a problem for some salespeople when they don’t really know what they’re selling. Always focus on the outcomes that you can help your customers achieve not on what you sell.

    Mark Hunter
    Mark Hunter

    One great exercise that I share often is create a list of all the outcomes that you help your customers achieve. From your list, determine what type of person will most benefit from the outcomes that you offer. Once you clearly know your outcomes, you can begin to narrow down who it is that you want to target. This takes your funnel from wide to narrow." . . . [Read More at TheSalesHunter.com]