Prospecting/Qualifying

Prospecting/Qualifying

David Stern
Many of you who are selling, hopefully understand that you need to have Goals, Product Knowledge, Database and Time Management skills. Prospecting, is extremely important. Some professionals believe that 40% of a salespersons time should be spent prospecting. If you don’t constantly prospect, sooner or later you will fall behind and your list will dry out. One other skill I always talk about is Communication, not just talking, but learning how to listen. 70% of the time you listen to your prospect. You mostly get to learn about your prospect by asking questions and listening for their answers. When you prospect for customers, if you do it right, you need to identify your base, who is the customer you wish to sell your product or service to, what needs might an organization or person have etc etc… The reason for this is as follows. When you understand and learn about your prospect, eventually you will get an appointment and need to Qualify them. You do so by asking questions, and find their needs. If you truly understand the benefits of what you are selling and ask them benefit questions rather than feature questions, you have a better chance of selling. To learn more about the six steps of selling, email me to get on my next training conference call .¬†David@coachstern.com subject line: From prospecting To Closing