The article discusses the best sales performance tips significant for improving prospecting techniques. One of the suggested prospecting techniques is getting into the prospect’s shoes by reducing focus on the product pitching by getting to understand their problems, needs, what they want to accomplish and avoid. The aspect will assist in understanding the prospect concept and thereafter in reflecting on how to help them, which helps in moving from product-led selling to a true customer centric approach. The next prospecting technique presented is identifying ideal customers which involves identifying and listing the characteristics of the best and the worst customers. The concept follows identifying of the top five best traits of the best customer that the salesperson should prioritize in selecting new prospects with high probability of buying the product (Fullerton, 2012). The other concept presented is indentifying economic buying influence by identifying the executive person who gives the final approval to buy or veto the sale. In impacting the decision of executive with economic influence in the area or organization, the salesperson must prepare and present strong valid business reasons relating to the economic needs of the prospects (Miller, 2006).
Significance of the Article on enhancing Prospecting Efforts
The articles requires the salesperson to get into the shoes of the prospects to help in understanding the prospect concept thereby adapting the most effective prospecting which helps the salesperson to move from product-led selling to a true customer-centric approach. The aspect enhances trust of the prospect on the salesperson who becomes their trusted advisor and a business consultant as opposed to the strategic prospecting concept where that presents the salesperson as a product pusher. The technique helps in achieving more sales as compared to strategic prospecting process. The article may help in improving sales by recommending a technique of identifying ideal customer using the five traits of best and worst existing customers in pursing new prospects, which help the salesperson to focus on prospects with a high probability of purchasing (Miller, 2006). The article further enhances the prospecting efforts and reduces reluctance on strategic process by recommending on identification of economic buying influence executive in the area or organization. The technique helps in achieving greater sales by driving the salesperson into understanding the needs of the people around as well as the issues of the executive. The technique shuts off the salesperson from focusing on benefits and the features of the product.
References
Fullerton, R. (2012). How Modern Is Modern Marketing? Marketing's Evolution and the Myth of
the "Production Era". Journal of Marketing, 52(1), 108-125.
Miller. H (2006). Best of Sales Performance Tips: Improve your Prospecting Techniques.
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