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  • How Do I Build a Prospecting Plan?

    By Mark Hunter of "The Sales Hunter." Sales Motivation Blog.

    "This is a question I get asked a lot. Here are 8 steps you can do right now:"

    Watch this 6-minute video to learn more about these 8 steps:
    [Watch video here...]

    1. Do you know who your perfect client is? Take some time to write out a description of your perfect client. Those who fit the description are the prospects on which you want to focus 100% of your effort.

    2. Create a list of the outcomes you create. Iím not talking about features or benefits; Iím talking about how you help the customer with what you sell.

    3. Build a list of 10 questions that will engage the prospect and allow them to share with you their critical need. You wonít ask all 10 questions. No, the point is to have enough questions to build your confidence. You may only ask one or two, but having more allows you to be ready. The key is to make the questions relative to that particular prospect to create confidence.

    4. Create a list of value-added statements/insights you can share with prospects during the prospecting phase. Having this will allow you to be prepared to stay engaged with the customer, because it will allow you to be ready to message the prospect multiple times and each time deliver a different message.

    5. Block the necessary time on the calendar to be able to prospect knowing it may take up to 10-15 contacts using various means to get a prospect to acknowledge you. Donít think you donít have time. You have to realize that this is as important as eating or using the restroom. You schedule it and you stick to it. [Read more here...]

    Copyright 2019, Mark Hunter ďThe Sales Hunter.Ē Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results