Figure 5.2 Prospecting Plans Are the Foundation for Effective Prospecting
ALLOCATE TIME : Establish a regular daily schedule for conducting activities.
STAY POSITIVE : Develop confidence by knowing your products and believing that you offer the best solutions.
KEEP RECORDS : Track your results from using the different prospecting methods.
EVALUATE : What is working for you? Compare results and use the methods that work best for you.
SET GOALS : Establish daily, weekly, and monthly quotas for acquiring new prospects.
and having a plan are critical to prospecting success. With all the different prospecting methods available (you will learn about these in this module), it is important that salespeople have a prospecting plan or system.
A strategic prospecting plan should fit the individual needs of the salesperson. As illustrated in Figure 5.2, the focal point of a prospecting plan should be the goal stating the number of qualified prospects to be generated. Formalized goals serve as guides to what is to be accomplished and help to keep a salesperson on track. The plan should also allocate an adequate and specific daily or weekly time period for prospecting. Having specific time periods set aside exclusively for prospecting helps to prevent other activities from creeping in and displacing prospecting activities. A good tracking system should also be a part of the prospecting plan. A tracking system can be as low-tech as a set of 3- by 5 – inch note cards or employ one of the many computerized and online contact management or customer relationshipmanagement software applications. An example of a simple, but effective, paper and pencil tracking form can be found in Exhibit 5.1 The tracking system should record comprehensive information about the prospect, trace the prodpecting methods used, and chronolgically archive, outcomes from any contacts with the prospect. A fourth element of the prospecting plan is a system for analyzing and evaluating the results of prospecting activities. Continuous evaluation should be employed to assure the salesperson is meeting prospecting goals and using the most effective prospecting methods. The fifth and final element of a prospecting plan should be a program to review and stay up to date on product knowledge and competitor information to emphasize and underscore that the salesperson’s products and services offer the best solutions to customer needs and problems. Self-confidence is critical to success in selling and a base of comprehensive knowledge and understanding is the key to believing in one’s self.
As with all phases of the sales process, salespeople must exercise judgment and set priorities in prospecting. There is a limited amount of time for prospecting, and a better understanding of the concepts and practices illustrated in this module can heip a salesperson be more productive. An added bonus is that the sales process is more enjoyable for salespeople calling on bona fide prospects who can benefit from the salesperson’s offering.
Figure 5.2 Prospecting Plans Are the Foundation for Effective Prospecting
ALLOCATE TIME : Establish a regular daily schedule for conducting activities.
STAY POSITIVE : Develop confidence by knowing your products and believing that you offer the best solutions.
KEEP RECORDS : Track your results from using the different prospecting methods.
EVALUATE : What is working for you? Compare results and use the methods that work best for you.
SET GOALS : Establish daily, weekly, and monthly quotas for acquiring new prospects.
and having a plan are critical to prospecting success. With all the different prospecting methods available (you will learn about these in this module), it is important that salespeople have a prospecting plan or system.
A strategic prospecting plan should fit the individual needs of the salesperson. As illustrated in Figure 5.2, the focal point of a prospecting plan should be the goal stating the number of qualified prospects to be generated. Formalized goals serve as guides to what is to be accomplished and help to keep a salesperson on track. The plan should also allocate an adequate and specific daily or weekly time period for prospecting. Having specific time periods set aside exclusively for prospecting helps to prevent other activities from creeping in and displacing prospecting activities. A good tracking system should also be a part of the prospecting plan. A tracking system can be as low-tech as a set of 3- by 5 – inch note cards or employ one of the many computerized and online contact management or customer relationshipmanagement software applications. An example of a simple, but effective, paper and pencil tracking form can be found in Exhibit 5.1 The tracking system should record comprehensive information about the prospect, trace the prodpecting methods used, and chronolgically archive, outcomes from any contacts with the prospect. A fourth element of the prospecting plan is a system for analyzing and evaluating the results of prospecting activities. Continuous evaluation should be employed to assure the salesperson is meeting prospecting goals and using the most effective prospecting methods. The fifth and final element of a prospecting plan should be a program to review and stay up to date on product knowledge and competitor information to emphasize and underscore that the salesperson’s products and services offer the best solutions to customer needs and problems. Self-confidence is critical to success in selling and a base of comprehensive knowledge and understanding is the key to believing in one’s self.
As with all phases of the sales process, salespeople must exercise judgment and set priorities in prospecting. There is a limited amount of time for prospecting, and a better understanding of the concepts and practices illustrated in this module can heip a salesperson be more productive. An added bonus is that the sales process is more enjoyable for salespeople calling on bona fide prospects who can benefit from the salesperson’s offering.
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