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Sales Prospecting - Know the Color of Their Underwear!

Written by: Mathew Georghiou

Article Overview: The more you know about your prospects, the more likely you are to make a sale. To find out the key information you need, you must prepare to ask for it. Here's what you should try to obtain and record in your prospecting database.

Sales Prospecting - Know the Color of Their Underwear!

Know the Color of Their Underwear!
Well, that may be a bit more information than you need - unless, of course, you sell underwear! But the more you know about your prospects, the more likely you are to make a sale. To find out the key information you need, you must prepare to ask for it. Here's what you should try to obtain and record in your prospecting database:

Need/Pain - High|Med|Low|None|Unknown
What level of need or pain does the prospect have for a product such as yours.

Funds - Yes|Likely|Unlikely|No|Unknown
Does the prospect have the funds to purchase your product?

Desire - High|Med|Low|None|Unknown
Does the prospect actually want your product?

Type - Decision Maker|Influencer
Is this person a decision maker or influencer?

Status - Hot|Warm|Cool|Cold|Unknown
What is the likelihood that the prospect might purchase some time in the future?
You should also make note of any specific likes and objections the prospect may have, as well as the specific value your product can provide.

Once you have all this information at your disposal, use it wisely and you are sure to improve your success rate.

Related Articles
  Are You Folding Your Client’s Underwear?
  Sales Prospecting Techniques
  Sales Prospecting for Sales Results
  Prospecting it is simple only DOING counts
  Sales Prospecting is the most important skill©

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