Question

8. Provide a summary explanation for the “Prospecting” step in the sales process, and describe at least three actions a successful salesperson would take to be effective in this step

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Answer 1

Prospecting is the first of the seven phases at the selling process. At this point, you'll find potential customers and decide whether they need your product or service and whether they can afford what you're offering. It is recognized as qualifying to determine whether consumers need your product or service, and can afford it.

Become a thought leader.Through establishing yourself in your industry as a think tank or subject matter expert, you will build your reputation and confidence before reaching out to new prospects. Starting a blog, writing guest articles for business magazines, and speaking at trade shows and conferences are ways to develop yourself as a thought leader. This will also allow you to familiarize your leads with your name before the initial touch, discussed in the first technique.

Don’t sell.Prospecting is the first step in sale but it is not sale in and of itself. It's about sourcing leads which can then apply and join the sales funnel. Sale will only start after these steps have taken place. If you want to be competitive in today 's sales climate you need to concentrate when prospecting on developing relationships. Start selling too early, and place undue pressure on the prospect. Creating a confidence base will allow you and the prospect to become more comfortable with each other, and once the sales tactics get into the frame, they will be more successful.

Follow up.Hold the prospect and a follow-up at every stage of the contract. If you confirm a time for your next meeting or send additional support, an email or call will help you establish your contact point relationship. And it gives you the ability to further develop yourself as a trusted prospect tool

Spend time on social media.Implement a plan for social sales, and reach customers wherever they are. A large number of people who have studied your company are likely to be involved on social media (for example, Instagram, LinkedIn , Facebook, etc). Respond to their questions and share content related to their study. So your efforts in social marketing will have a positive effect on your sales. In reality, businesses that consistently use social selling strategies are 40 percent more likely than those who don't have a social selling mechanism to meet their sales targets.