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Prospecting & Qualifying

A growing customer base is essential for any business but as competition grows daily, finding customers and proving you’re the best option can be a challenge. A well-oiled sales process can be the difference between standing out to new prospects and blending in with the rest of the crowd. Take the below four steps to ensure your sales plan distinguishes you from the rest…

What is the conversation you have with yourself about prospecting to find potential new clients? Have you convinced yourself you don't have to call to make the revenue goals you have set for yourself?

Prospects make buying decisions emotionally; they justify these decisions intellectually. To further understand this concept, it helps to know who is making the decisions and who is justifying the decisions.

Most businesses need to sell. We would all love to be the next Apple - the company who manages to attract customers to it, but most of us will always need to do some outbound sales. Owners and Directors tell me that they get most of their business by referrals - this is great!

Referrals are most definitely the most effective and efficient way of growing your business. However, if you are not competent at making calls - either cold or warm ones - how well prepared are you to deal with the referrals when they come in?

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.

If you want prospects to react to you in a more favorable manner, you must first examine your own behavior. And then, you need to ask a new set of questions.

April 9, 2014 - When making a personal purchase have you ever thought, “That’s a lot of money?” How about in a selling situation, have you mentally suggested that the prospect is spending way more than you would on a product or service?

So much has been written in various sales training blogs about time management that you hardly have the time to read about it. There are numerous time management programs, processes, and tools, and even with all this help, you still can’t manage time no matter how hard you try.

We are right in the middle of summer, and I love the summer. And in the midst of this nice warm weather, it may be strange to say that I also love the winter but I do.

That’s when the business world almost uniformly decides to go into a slumber because they believe buying slows down. That’s called a self-limiting belief. That’s when I’m at my best because this is what I have found people actually still have money and are willing to spend it if you’re good enough to find their pain.

The best definition of a heated political climate is the constant “clarification” of what was said yesterday, the day before, and the day before that. When what you said is not what is heard – or if what you heard was not what was said – that is “mutual mystification.”

Actress Lily Tomlin said it best, “Have I reached the party to whom I am speaking?”

What does a marathon runner know about making prospecting calls?

Probably very little. Maybe nothing! However, the strategy the marathon runner uses to prepare for a race can help you become a better prospector. No runner started out as a marathon runner. They trained over time to build their strength and endurance to go the distance. The first day they couldn’t run 100 yards before gasping for breath. The first week was torture. The second week was a little better. The third week better yet, and so on. With continual practice, desire and effort, they became a marathon runner.

How’s your memory? Do you fall into the category as described the old adage, “I’d forget my head if it wasn’t connected to my body”? Are you constantly setting traps for yourself to be on time for meetings or where your car keys are placed or what’s supposed to be happening on your schedule from hour to hour?

Last week, I found myself trapped in a fast food restaurant. This restaurant boasts that they have served more than six billion. Still, the people in front of me seemed to be having a new experience; they simply could not decide between meal one and meal two. To call them indecisive would be an insult to vacillators all over the planet.

There are a lot of good reasons to pick up the phone and reach out to new prospective customers. When it comes to finding new business opportunities, the phone offers a high level of efficiency, is relatively inexpensive, and is a great way to gather valuable information that can help us find business.