FOR SELLERS AND BUYERS TIME IS MONEY. ARE YOUR PROSPECTING EFFORTS WORTH THE TIME? (part 1 of 3)
In order to sell stuff, salespeople naturally spend a lot of their prospect’s time and their own time. How can they determine if it is worth it for their prospects and for them?
Marketing automation has made a huge impact on a marketing organization’s ability to identify and prioritize prospects worth chasing. In some cases even creating enough interest for those prospects to initiate the chase. With the value marketing is delivering, sales needs to answer a very important question regarding their follow-up with these leads. Are they worth the time?
Before a prospect can decide if your product or service, is worth the money, they also must decide if it is worth the time to find out. Frankly, that is the same question most sophisticated sales organizations are asking themselves about their prospects. How can we help a prospect determine if we are worth their time and attention – and also assess if they are worth ours?
There are many theories, analyses, algorithms and calculations devoted to the subject, but our study of over 2 million prospecting repetitions has revealed that the most efficient and effective way to find out is to simply ask.
Yep - just ask.
The challenge most sales reps face is how to ask, what to ask, when to ask, who to ask, how often to ask. Do you know?
If you would like to know or if you would like to benchmark how your company is doing against prospecting best practices, contact FRONTLINE Selling at 877-726-7871 or www.frontlineselling.com.
And watch for part 2 in this series. We’re going to answer those questions.
If you’d like to learn more, download one of our eBooks by clicking here.
FRONTLINE Selling can help you refine your client communication processes. Contact us today for more information on services that help you prospect more efficiently and close more sales.