The Golden Prospect: Identify Prospects That Will Buy Sooner
By Brian Tracy
prospects are better than others. In fact, some prospects are
wonderful to deal with while others are a complete waste of your
time. Your starting point in spending more time with better
prospects is for you to define clearly for yourself the attributes
of an excellent prospect. Then your job is to find as many of them
is one special quality possessed by an excellent prospect. One of
the most valuable things you can do in your initial conversations
with the prospect is to ask the kind of questions that enable you to
determine your prospect's quality ranking on a scale from one to
ten, with one being low and ten being high.
prospect has a pressing need for exactly the product or service that
you are selling. He has a problem for which your product or service
is an excellent solution. Or he has an opportunity that your product
or service enables him to take advantage of immediately. The more
urgent the need or more pressing the demand, the lower will be the
customers price sensitivity or concern about the smaller details of
the purchase. The more prospects you can find that have an obvious
need for what you are selling, the more and faster sales you will
example, a company in the middle of its busiest season at which a
critical machine breaks down and cannot be repaired is a prime
prospect for the person and company who can sell and deliver this
type of machine rapidly.
long ago, a young salesman selling construction materials lost a
major order to a more aggressive supplier. But exactly when the
supplies were required, in the middle of the construction job, the
supplier's workers went on strike. The customer was desperate and
called the young man to see if his company could deliver quickly.
They could, and even through their prices were slightly higher, the
young salesman gained a first rate customer who not only bought
large quantities from him but who opened doors for him to other
people who also became customers.
here are two things you can do immediately to put these ideas into
ask lots of questions with a new prospect to find out how important
your product or service can be to his or her life or business.
Second, keep in touch with prospects that can most benefit from what
you sell and continue reminding them that you want to do business
Read other articles and learn more about
[This article is available at no-cost, on a non-exclusive basis.
Contact PR/PR at 407-299-6128 for details and