Companies need to have a steady supply of clients if they are to
succeed and the practice of 'prospecting' should be made a focus in
sales training, one expert claims.
Writing for ITBusiness.ca, sales training specialist Colleen
Francis recommended that staff are taught to prospect all the time,
not just when the firm is having trouble completing deals.
Although it is the "easiest" of all sales techniques to master, Ms
Francis believes that many companies make the mistake of
concentrating on other aspects of marketing.
She advised companies to make a list of prospective clients,
putting those with the greatest potential for a sale at the top for
contacting in the future.
"As you develop your list of prospects, be sure you zero-in on
those who have the money, the decision-making authority and the
desire for your product or service. It's not enough to choose two
out of three," she said.
Sales training expert Ali Chadwick recently wrote for Peterborough
Business that in the current economic climate it is important to
understand why a customer might decline purchasing a product.
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