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Finding Sales Prospects In A Recession |
By:
Del Ball |
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Finding Sales Prospects in a Recession
Del Ball
During the times of a recession, it becomes challenging to continue to bring in sales results at the goal or 100% quota level. A business owner that understands sales process techniques has the tools to adjust the process such that sales objectives are met.
The best sales prospecting system is one that is inexpensive and brings immediate results. As the economy turns down, you need to react quickly, and have a plan in order to insure that revenue levels continue to grow to meet your sales objectives. Some businesses that are successful during a good economy can suddenly find themselves in a near bankruptcy situation if they do not improve their sales process and sales prospecting methods during a recession.
One of the key skills that a business owner needs is the ability to find a good list of prospects. These lists can be found on the internet and also can be purchased from a list broker.
The use of Capture Pages or what is also called a Landing Page has become a popular way of gathering leads on the internet. Normally a free offer is made in exchange for the person filling out the form. This type of marketing or lead generation is also called Permission Marketing.
In order to educate the prospect, sometimes a direct mail piece is sent to the prospect to warm them up prior to a phone call by the salesperson. Psychologically this also makes it easier for the salesperson to make the call.
It is recommended that you use a Sales Process Consultant to draft and create your follow-up script to be used with Landing Page Leads. This script will engage the prospect, create a dialogue with the prospect so the salesperson can determine if the lead is qualified. It is best done by a qualified Sales Process Consultant.
One area that is frustrating for salespeople is what to use for an opening statement when doing cold calling. It really takes a specialist like a Cold Call Consultant or Coach to help the salesperson create a script that does not sound like a telemarketer or a salesperson. The best scripts engage the prospect where the prospect does the majority of the talking in order to let the salesperson know if he/she is qualified.
One area of concern is the Fear of Self Promotion or what is also called Call Reluctance. One can overcome Call Reluctance or fear of making cold calls by understanding how to control the subconscious mind. The use of a Sales Process Coach is important for quickly getting over the fear of making calls to strangers.
You can receive some more information on Internet Marketing and Sales skills as well as http://www.salesprocessmastery.com/ cold call scripts, by going to this http://www.salesprocessmastery.com/ Internet Marketing site.
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Article Source: http://www.PopularArticles.com/article152338.html |
Article: Finding Sales Prospects in a Recession
Author: Del Ball
Total Views: 172
Word Count: 470
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