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.
Sales Prospecting - Know the Color of Their Underwear! - To learn more about this author, visit Mathew Georghiou's Website.
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Mathew Georghiou
(Visit Mathew's Website)
Mathew Georghiou, President and CEO,
MediaSpark Inc.
Mathew’s focus is on providing practical,
in-the-trenches business and technology
advice.
Mathew is founder of MediaSpark Inc – an
accomplished technology and design
company, with a focus on software
development and publishing, particularly
in the field of business education games
and simulations.
As CEO and lead software architect, he has
led hundreds of projects, including
multimedia CD-ROMs, Internet products and
websites, training programs, and
consulting projects. Mathew is also the
lead designer of the award-winning www.goventure.net>GoVenture
educational games and simulations.
GoVenture is a line of highly realistic
business and finance games for learning
that have positioned MediaSpark as a
pioneer in education and changing how
people learn.
Prior to MediaSpark, Mathew was an
engineer with IBM Celestica, where he won
several awards, including a national award
for innovation.
Mathew frequently speaks and writes on
topics such as entrepreneurship, business,
education, innovation, and economic
development.
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