Prospecting & Qualifying

Networking events can be an excellent source for salespeople to meet potential prospects, expand their network and create prospecting alliances. On the flip side, they can also be a place where one can tarnish their reputation or their company’s brand.

I find myself saying this very frequently, the job of a salesperson is to help prospects make a decision. Too often as we are trying to get the prospect to make a decision, we fall into the trap of making assumptions.

We all love a good referral, but how do you upgrade a good referral to a great prospect from the start? Learn the fine art of asking and getting really great referrals.

Ask salespeople to list their least favorite selling activities, and you can count on “prospecting” being at the top of the list. And, the least favorite of all prospecting activities is unquestionably making cold calls.