The other day someone asked me “what do you recommend salespeople do during tough economic times?” My instant answer was “double your prospecting time.” Yes, Double it! Buckle down and get strategic. Work closest to the money. No one can argue that the more people you talk to the more people you will sell. There is a definitive correlation between success in sales and prospecting. Prospecting is defined as the proactive steps you take to identify, qualify and get in front of your ideal prospect. Double your prospecting time, doesn’t mean just get busy with activity. Put your qualification hat on. A qualified prospect has five characteristics: 1) they have a need you can solve 2) they have a sense of urgency 3) they are the decision maker and can authorize payment for your product or services 4) they trust you or can develop trust with you and 5) they respect you enough that they will listen to you. The first three are vital. Most objections come because salespeople are not talking with a qualified prospect.
Let’s hear it from other sales professionals. What are you doing in these times to ensure your pipeline stay nice and full of qualified prospects?