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Prospecting & Qualifying

Building an effective proposal is never easy. There is a lot of time and effort involved.

To help streamline the process, we have put together a short list of things you can do to help you create a winning proposal.

In this episode of the How to Succeed Podcast, Emily Yepes discusses some common mistakes salespeople make when prospecting for new customers. She explains that a lot of the fear and anxiety around prospecting stems from negative beliefs salespeople have about the process.

Most introductions to prospects are now over social media or email and because of that, people have started to become wiser about “sales” messages and emails. Social Selling is not a straightforward process but it is one that is taking social media by storm.

Here are some of the key questions we coach salespeople to be prepared to ask in the initial phases of a conversation with a prospect.

Eight simple questions about your personal approach to prospecting

 

Mike Montague interviews Hamish Knox on How to Succeed at Trials and Demos.

When you’re in the middle of a prospecting discussion – that is, when you’re initiating the first real-time voice-to-voice engagement with a possible buyer – what is your goal?

 

These days, everyone is using online resources to initiate early prospecting discussions via digital media. Which is part of the problem. How do you avoid looking and sounding like everybody else in the digital realm? Below, you will find three simple strategies that will help you to stand out when you are prospecting online.

Mike Montague interviews Brian Jackson on How to Succeed at Your 30 Second Commercial. Brian is an award-winning Sandler Trainer in San Diego, CA.

 

Just as it doesn’t matter what we say, it matters what our prospect hears, how we listen to our prospect while determine whether we succeed in getting paid on the information we gather instead of going into knowing mode and presuming a sale when none may exist.