{"id":26567,"date":"2021-02-13T09:12:01","date_gmt":"2021-02-13T13:12:01","guid":{"rendered":"https:\/\/www.shortform.com\/blog\/?p=26567"},"modified":"2021-02-14T12:19:20","modified_gmt":"2021-02-14T16:19:20","slug":"prospecting-strategies","status":"publish","type":"post","link":"https:\/\/www.shortform.com\/blog\/prospecting-strategies\/","title":{"rendered":"The Top 10 Best Sales Prospecting Strategies"},"content":{"rendered":"\n

What are the ten best sales prospecting strategies<\/a>? How can these prospecting strategies help you find the most likely buyers?<\/p>\n\n\n\n

Sales prospecting is when you take everyone in the sales funnel<\/a> and find the ones who are likely buyers. It’s not always easy to sift through prospects, but if you follow these prospecting strategies, <\/strong>you’ll able to figure it out.<\/p>\n\n\n\n

Read on to learn about the top ten best sales prospecting strategies.<\/p>\n\n\n\n\n\n\n\n

Top Ten Sales Prospecting Strategies<\/strong><\/h2>\n\n\n\n

Sales prospecting is when a you take everyone in the sales funnel and find the ones who are likely buyers. You may do this through emails, phone calls, text, or other outreach methods.<\/p>\n\n\n\n

It’s not always easy, but if you follow these prospecting strategies, <\/strong>you should be able to figure it out. They follow here:<\/p>\n\n\n\n

1.You\u2019re\u00a0Looking\u00a0for\u00a0Good\u00a0Buyers,\u00a0Not\u00a0Trying\u00a0to\u00a0Create\u00a0Them<\/strong><\/h3>\n\n\n\n

The first of the ten sales prospecting strategies is to think about gold miners waiting and sifting through water. They\u2019re willing to sit there until they find gold, but they\u2019re not expecting the water to become<\/em> gold. In the same way, remember that there are 4 types of buyers<\/a> and you shouldn\u2019t expect any lookie-loos or mistakes to become a buyer in heat or a buyer in power. This is a waste of time. <\/p>\n\n\n\n

2. Start With Questions That Aren\u2019t Invasive and Make Your Way to Tougher Questions<\/strong><\/h3>\n\n\n\n

This helps the prospect feel more comfortable with you and assuages their concerns about you attempting to invade their privacy. <\/p>\n\n\n\n

3. Use a Script<\/h3>\n\n\n\n

If you wing it, it\u2019s more likely that you\u2019ll make a mistake and lose any good impression you might have established. The script also allows you to relax and focus more on your tone. (There is more detail about the script in the following chapters.) <\/p>\n\n\n\n

4. Start With Questions That Aren\u2019t Invasive and Make Your Way to Tougher Questions<\/h3>\n\n\n\n

If you start out intense without a rapport, the subject is going to be much less likely to answer any questions from you than if you build a rapport by asking friendlier questions at first. <\/p>\n\n\n\n

5. Practice Using the Right Tone<\/h3>\n\n\n\n

The tonality helps with building rapport. Just like with the rest of the presentation or pitch, if your tonality is off, the prospect will trust you less and then you will get less information out of them. <\/p>\n\n\n\n

6. Maintain Good Body Language<\/strong><\/h3>\n\n\n\n

This prospecting strategy<\/a> goes back to rule 5. If you look closed off as your prospect replies after asking a fairly invasive question, it\u2019s way less likely that he will respond truthfully. Use the strategies from Chapter 8 for success. <\/p>\n\n\n\n

7. Follow Logic<\/strong><\/h3>\n\n\n\n

If you jump around with your questions, it will begin to feel much less like a conversation and much more like you are just pumping your prospect for information. It will also sound like you have very little idea what you\u2019re talking about. Exhaust follow-up questions before moving to your next big picture question in your script. <\/p>\n\n\n\n

8. Don\u2019t Try to Make the Prospect Feel Better Right Away; Take Notes Instead<\/strong><\/h3>\n\n\n\n

While you\u2019re information gathering<\/a>, you shouldn\u2019t be trying to resolve the pain of your prospect. You\u2019d prefer to amplify it, because their pain will drive them to buy. Ask questions that future pace <\/strong>and make them more aware of their pain. Meanwhile, you\u2019re taking mental notes and adding said pain to your database for use once you\u2019ve gathered all of your information.<\/p>\n\n\n\n

9. End Your Pitch With a Good Transition<\/strong><\/h3>\n\n\n\n

This is where you eliminate the lookie-loos and the mistakes. If you have one of those, let them know straight up that you don\u2019t think your company is a good fit for them, and recommend something else if you know of anything. It\u2019s important to maintain a good rapport because who knows what will happen down the road? In the case where you know you want to proceed with your sale, you should say that you think your company is definitely<\/em> <\/strong>a perfect fit and go on to tell them why. <\/p>\n\n\n\n

10. Don\u2019t Fall for Tangents\u2014Follow the Straight Line System<\/strong><\/h3>\n\n\n\n

The prospect will often answer your question by spiraling off the path herself. The key is how you handle it. Trying to engage with someone over something they like that\u2019s completely unrelated to the task at hand is not<\/em> <\/strong>building rapport. By engaging on the prospect\u2019s terms, it\u2019ll become clear that you\u2019re not much of an expert because you\u2019re just chatting with them about whatever. People want you to stay on target, even if they\u2019re moving off. Say very directly that you\u2019re an expert in your field, not what they\u2019re talking about, and you don\u2019t want to get lost wherever they are. People will respect that. <\/p>\n\n\n\n

If you ever sense you\u2019re falling out of rapport through these prospecting strategies, you need to pause and make sure you reestablish rapport. Fortunately, if you\u2019ve gotten to this point, not every small mistake will ruin your chances. But it\u2019s best to minimize the mistakes as much as possible, because each mistake will make you lose rapport\u2014enough mistakes could lead to losing the sale. <\/p>\n","protected":false},"excerpt":{"rendered":"

What are the ten best sales prospecting strategies? How can these prospecting strategies help you find the most likely buyers? Sales prospecting is when you take everyone in the sales funnel and find the ones who are likely buyers. It’s not always easy to sift through prospects, but if you follow these prospecting strategies, you’ll able to figure it out. Read on to learn about the top ten best sales prospecting strategies.<\/p>\n","protected":false},"author":8,"featured_media":26571,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[104,103],"tags":[206],"class_list":["post-26567","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-marketing","category-sales","tag-way-of-the-wolf","","tg-column-two"],"yoast_head":"\nThe Top 10 Best Sales Prospecting Strategies - Shortform Books<\/title>\n<meta name=\"description\" content=\"Follow these ten sales prospecting strategies to sift through the sales funnel and find out who your most likely buyers are. 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