The First Goal of Prospecting
Okay, sure, we prospect to get appointments to learn more to find a solution and to make a sale. That’s the long-range goal.
But there's something that comes first.
That is, before the sale, and before the solution, and before the appointment. In order to GET the appointment — you must get into a conversation.
A sales conversation.
Your task is to get the customer talking; talking about their business and their challenges and their goals. It is from this line of conversation that sales result.
If you are customer-focused and have done your homework prior to the start of the prospecting process, you are prepared for the sales conversation that will lead to the appointment that will lead to the solution that will lead to the sale.
Asking questions early is a good start. Inquire about what you know to be true regarding their business. Once the customer responds, keep asking questions. Don’t solve. Don’t sell. There’ll be plenty of time for that. Just listen.
And learn.
Got a sales challenge? The Sales Vault has your answers. Find continuous sales growth at SalesVault.pro or call Bill Farquharson at 781-934-7036.
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Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at bill@salesvault.pro or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.
