Prospecting is really quite simple in theory. You answer a question with a question until you find the root of the problem that your customer is facing. So if they say they’re looking for a new service provider, you should ask why instead of trying to pitch your services to them. Eventually you may find out that their issue is that their service provider doesn’t give them the timely assistance that they want. Then you can set up another time to meet up with them to then possibly start to sell at the end of this meeting, instead of just jumping straight into selling at the end of the prospect role. It’s hard to remember though that a prospect is not yet a customer, and at times may never be a customer. Instead they could turn into someone who sends customers to you instead.
So in the method of prospecting, remember to ask a lot of questions to figure out the root of the issue, and that sometimes your best prospect may never become a customer.
BoweryJE22
Great post Thomas! Prospecting is such a unique aspect to sales, and although it is incredibly helpful I believe it is often overlooked by traditional sales tactics.
This is a great post! You are completely correct that asking questions is the biggest part of a sales situation – how will you know what your customer really wants if you don’t ask! Prospecting is super important. Thanks for sharing!
Prospecting is an interesting topic, when professor Sweet talked about it in class it completely changed my thoughts on it. I usually would have thought that a prospect automatically turns into a customer. But that is not the case. Nice post.