Prospecting: A Pep Talk

Is your sales team struggling to use the phone to set more qualified appointments?

1. Prospects will take calls. If your offer has value and your team has done their homework, most prospects will be more than happy to listen to what they have to say.

2. A lot of times, prospects say “yes.” This is actually true. Don’t let anyone tell you otherwise.

3. If a prospect tells your team member that they have a vendor or supplier, that makes that prospect a qualified prospect. It means they buy what you sell. And, they have a line item in the budget for it. This is good news.

4. Your team members will know what to say if you have answered this question for them, “What is the value we provide to clients?” Make sure your sales team understands the answer and make sure they always lead with it. (This includes voicemails and emails.)

5. High-level decision-makers can be quite nice and willing to speak with salespeople if the salespeople have something of value to say. See #4 above.

6. Prospecting is a communication skill and, like any communication skill, it can be learned and improved upon. It is up to you to improve your teams’ skills so that they are successful.

About The Authour

Wendy Weiss is the creator of the Salesology® Prospecting Method that generates predictable sales revenue. She is an author, speaker, sales trainer and sales coach and is recognized as a leading authority on lead generation, new business development and sales.

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