It’s time to dig deeper into our sales prospecting process to understand better what is working and what we might need to change.
Let’s put the normal measurements/questions aside and really challenge ourselves.
Here is my list of 6.5 questions we need to ask:
1. What is it about our prospecting process that is compelling to the customer?
When I say “compelling,” I am talking about the customer’s willingness to engage and share with us what they truly want. Prospects won’t do that unless they find you and your process compelling and full of potential.
2. Does my prospecting process result in the customer having false expectations about what I sell and thus force me to spend time later on in the selling process reshaping them?
Nothing can suck more profit out of a company than having customers demanding something they feel they deserve based on comments made by a salesperson.
3. Is my prospecting process effective enough to help reduce the amount of time I spend negotiating with customers?
The better we prospect with regard to finding and validating great potential customers, the less negotiating we will have to do to close a sale.
4. Is my prospecting process focused more on sharing with the customer what I have to offer or is it more about uncovering more about the customer?
Prospecting processes that do not put learning about the customer first are only going to result in a high level of “no” answers from customers. We really don’t need to be chasing customers we shouldn’t be going after in the first place.
5. Is my prospecting process segmented enough to allow me to uncover customer needs faster than if I had one process for everyone?
Not all prospects are the same. They may have the same buying profile, but their communication needs may be polar opposites. The sooner you can tailor how you prospect, the greater the number of customers you will close.
6. How does the customer see me and what I sell?
6.5 How long does it take for them to have confidence in me?
Prospecting is all about building confidence. The sooner the customer has confidence in you, the sooner you’ll uncover their needs.
Take some time today to look closely at how you prospect. You might be surprised at what you find.
Copyright 2014, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price.
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