How we change what others think, feel, believe and do

Home

Blog!

Quotes

Guest articles

Analysis

Books

Help us

Links

Prospecting

Disciplines > Sales > Prospecting

Prospecting methods | See also

Prospecting articles | Prospecting methods | See also

Prospecting is one of the most feared and disliked activities in selling, especially when it involves cold calling. But it is completely essential and a good sales person treats it as a professional and necessary part of the job.

Prospecting articles

Here are a few thoughts about prospecting.

• Prospecting is...: Definitions.
• The successful prospector: Could be you?
• Fish where the fish are: Don't just look under the light.
• Dealing with No: How to withstand the body blow of refusal.
• Three customer types: That need different prospecting and selling.
• Verifying the person: Check you are talking with the right person.
• The cold call sequence: Key steps to get what you need.

Prospecting methods

There are many ways of prospecting for new customers. Here are just a few ways of getting out there and finding prospective sales:

• Clubs and societies: Combine pleasure and business.
• Cold calling: Calling people who have no known interest.
• Conferences and Exhibitions: Rich pickings here!
• Direct mail: Send flyers and information.
• Expert pull: Become an expert and they will come to you.
• Getting referrals: Get people to give you leads.
• Using referrals: Making use of the best leads you can get.
• Orphans: Rescue customers abandoned by others.
• Prospecting clubs: Collaborating with other sales people.
• Web trawling: Finding useful detail online.
• Your website: Is a very powerful modern tool.

See also

Dealing with No, The sales funnel

Sales Books

— Contact — Caveat — About — Students — Webmasters — Awards — Guestbook — Feedback — Sitemap — Changes —