Prospecting is the first step in the sales process of identifying potential customers, aka prospects. The goal of prospecting is to develop a directory of likely customers and then systematically communicate with them in the hopes of converting them from potential customers to current customers.
George Leith is back for another Master Sales Series for Prospecting 101. He uses his sales experience of 30+ years to share what works and what doesn't from tried and tested methods. George shares different tactics, failures of unsuccessful attempts and digs deep to show each tactic's value. The historical reference of the term “prospector” refers to individuals' effort to find gold by scanning creek beds and rock formations. When flecks of gold were spotted, the prospectors would spend time sifting through dirt to find the valuable nuggets. That’s what modern-day sales prospectors do – sift through large lists of potential customers to try and uncover those who are interested and ready to buy.
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