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Sales Prospecting for Sales Results

Written by: Bob Urichuck

Article Overview: Are you, as a sales or business professional, getting the results you are looking for from you sales prospecting strategies and techniques? Do you have a sales prospecting strategy in place? Do you follow a sales prospecting system or sales prospecting process? If you answered yes to any of the above questions, you are probably considered a successful sales professional. If not, then allow me to share some sales strategies on sales prospecting with you from the internationally proven ABC, 123 Sales Results System, a non-traditional sales process.

Sales Prospecting for Sales Results

Are you, as a sales or business professional, getting the results you are looking for from you sales prospecting strategies and techniques? Do you have a sales prospecting strategy in place?

Do you follow a sales prospecting system or sales prospecting process?

If you answered yes to any of the above questions, you are probably considered a successful sales professional.

If not, then allow me to share some sales strategies on sales prospecting with you from the internationally proven ABC, 123 Sales Results System, a non-traditional sales process.

It is a behaviour, the B in ABC and it is one of the areas of importance when it comes to the things we do on a daily basis in sales.

First we need to know what our sales prospects should look like - we need to profile them so that we can take a targeted sales prospecting approach and not a shot gun approach.

To do that you need to define the sales prospecting criteria for three customer levels - A, B, and C.

Your best customers are considered you're "A" or absolute customers, because without them, you would be out of business. This is based on the 80/20 rule, where 80% if your sales results come from 20% of your customers.

What criteria best describes you're A customers? Is it margin, volume, profits, brand, etc.?

Then what is the sales criteria for your next level of customers -"B" - beneficial customers? How are they distinguished from A customers?

Then what is the sales criteria for your next level of customers -"C" - convenient customers? How are they distinguished from B customers?

Once your sales criteria is defined for each level of customer, go to your sales data base and using the sales criteria identify your existing customers as A, B or C.

You may find that most of your sales are probably to "C" or convenient customers.

Separate the A customers and create their profile based on the information on hand. You will find that there is something different about them, compared to the B's and C's.

What is that difference? Now map that profile over to the market place for sales prospecting. Who are the A's out there?

Do the same with the B customers and identified the sales prospects for you B category in the marketplace. Also, look at your existing B customers who have potential to be come A's.

The Bottom Line: Sales prospecting can be fun and most rewarding for sales results when you invest the time and plan your sales prospecting approach according to the ABC, 123 Sales Results System.

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Article Tags: bottom line, discipline, Sales, sales management training, sales training



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