The ability to prospect is first and foremost the most important sales skill for gaining market share and sales volume. Without the hunting skill nothing else will happen.
1-The Strong Hunter will prospect and prospect consistently making the same number of attempts to get in front of the decision maker per day, per week and per month. When the hunter makes the same number of attempts per day, over time they can then calculate how many attempts they need to get to the decision maker, to get the sale, measure the amount of sales volume gained, and then be able to adjust their attempts. The successful hunter is committed to working on developing other sales skills to close the gap between attempts made and closed business.
2- The Strong Hunter knows how to get past the gate keeper and is very resourceful in making attempts to reach thelock and chain decision maker. They have the skill to deal with the gate keeper and not get trapped. The hunter knows that any attempt to have the gate keeper pass on messages or send information in advance of speaking with the decision maker is a recipe for failure.
3-The Strong Hunter has the ability to get to the decision maker. They know getting in front of the decision maker will shorten the sales cycle, which will support doing a better job of qualifying or disqualifying a business opportunity and finding out about money availability. While also discovering the real issues facing the prospect and the compelling reasons the prospect has to make a decision to buy.The strong hunter knows that calling on anyone else in the organization will lead them down a path of having to deal with gate keepers. They will be speaking with people who can only say no and not yes, or having to deal with committees and then present a questionable quote.
Posted by Al Turrisi
http://www.turrisiassociates.com/
1-The Strong Hunter will prospect and prospect consistently making the same number of attempts to get in front of the decision maker per day, per week and per month. When the hunter makes the same number of attempts per day, over time they can then calculate how many attempts they need to get to the decision maker, to get the sale, measure the amount of sales volume gained, and then be able to adjust their attempts. The successful hunter is committed to working on developing other sales skills to close the gap between attempts made and closed business.
2- The Strong Hunter knows how to get past the gate keeper and is very resourceful in making attempts to reach thelock and chain decision maker. They have the skill to deal with the gate keeper and not get trapped. The hunter knows that any attempt to have the gate keeper pass on messages or send information in advance of speaking with the decision maker is a recipe for failure.
3-The Strong Hunter has the ability to get to the decision maker. They know getting in front of the decision maker will shorten the sales cycle, which will support doing a better job of qualifying or disqualifying a business opportunity and finding out about money availability. While also discovering the real issues facing the prospect and the compelling reasons the prospect has to make a decision to buy.The strong hunter knows that calling on anyone else in the organization will lead them down a path of having to deal with gate keepers. They will be speaking with people who can only say no and not yes, or having to deal with committees and then present a questionable quote.
Posted by Al Turrisi
http://www.turrisiassociates.com/
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