Month: February 2021

The Dos and Don’ts of Sales Prospecting

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Prospecting is the bread and butter of sales. Businesses such as tow truck woodbridge that want to gain more customers must engage in a serious campaign on prospecting. Maintaining a steady flow of new prospects into a sales pipeline will ensure you have continuous and healthy growth of your business. Regardless of your sales process, at some time, you will need to engage your prospects in a live conversation. Here are some important dos and don’ts if you want to get it right in the world of prospecting.


You need to do the homework. The more informed you are, the greater your chances of converting a call into a meeting. The research you make should involve scouring the company website for things related to your pitch, and analyzing the social presence of the individuals you want to speak to. Doing that will enable you to come up with a more customized opening as well as better and more targeted questions. This level of care can be very important and a defining moment to closing a deal. Even if you are lacking the time to do the research, ensure you get at least the basic details.


Once you have made it past the gatekeeper’s stage, the next big task is to close the meeting. The best way to go about it is to inform while being honest. Never try to generate interest with an attitude of mutual discovery. Never use canning tactics to get the prospect to agree to meet you. Always strive to show the value of your product and convince your prospects even before agreeing to meet them. Always listen keenly and give your prospects room to express their thoughts.


They say prospecting is a number’s game, but not like a lottery. This means you should never power through your call list in vain with the hope of speaking to anyone who comes to your other side of the call. Always strive to maximize your chances with each prospect and be fully prepared to close. Always confirm the face-to-face meetings you arrange with your prospects.

There is no doubt you will get some couple rejections along the way, and that should never be a reason for you to stop. Always keep moving. When you get a rejection, take it positively and as a moment of learning. Reflect on what might have gone wrong. It is that your approach was not the most desirable or does it mean you didn’t attract the right prospects who fit the bill of your ideal customer? If that is the case, what and where can you improve?

When you get a chance to meet a prospect, never waste their time. Always be brief to the point. Show your mastery of the product or service you want to sell to your client. Never sound too sales and extremely convincing, because doing so will make your prospects shun doing business with you. Always give your prospects time to express themselves and get to learn something from them.

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