Prospecting the Top Producer Way!
Why is it that some sales reps earn top pay?
While other reps putting in the same hours, selling the same Verizon Wireless service, and trained by the same Verizon Wireless support team struggle to make ends meet? This is simple the top paid sales reps spend more time on the phone and NEVER forget to ask for referrals!
“Top Producers” make prospecting there #1 priority. Below are some helpful tips to becoming a Top Prospector.
Prospecting is acquiring the name of the individual who is financially and authoritatively “qualified” to make a decision on the product you are offering. This makes them a “Qualified Prospect”. Unfortunately, not every prospect is a “Qualified Prospect.” Successful sales reps don't waste time chasing after low-probability prospects and know when it's time to cut their losses and move on. This is why you should always be prospecting! Prospecting is like digging for gold, when you go into a gold mine you are going to move a lot of dirt before you find the gold nugget. A lot of times in prospecting you have to talk to a lot of people to find a “qualified prospect”. That’s why EVERYONE YOU COME IN CONTACT WITH, MUST KNOW WHAT YOU DO!
2. Do not let them get cold.
You have to close them while they are hot! Each day you let slip away without making initial contact with your prospect dramatically reduces you possibility of closing the sale. Make it a habit to contact you prospects within two-business days or less. Make sure you have a tracking system in place so that you can record the date and remarks from your call.
3. Make Prospecting Easy with Referrals!
This is the way you rapidly grow you business. Did you know that referrals:
a. Will increase you close ratio, because the referrer has done most of the selling!
b. Reduce you sales time with each customer
c. And build your level of satisfied customers...