Chapter 4 – Finding Prospects

 

Chapters: | 01 | 02 | 03 | 04 | 05 | 06 | 07 | 08 | 09 | 10 | 11 | 12 |

Chapter 04: Finding Propsects
Chapter 04: Finding Propsects
Two Big Prospecting Questions
Two Big Prospecting Questions
4 Types Of Prospects & Their Differences
4 Types Of Prospects & Their Differences
Characteristics Of A Top Notch Prospect
Characteristics Of A Top Notch Prospect
Finding Top Notch Prospects
Finding Top Notch Prospects
Chapter 4 : Recap & Quiz
Chapter 4 : Recap & Quiz
 
 
 

Chapter 4 : Finding Prospects
 
In this lesson you’ll learn why great Relationship Salespeople are always prospecting for new potential clients. You also learn about four different prospect types and you’ll better understand which ones deserve the bulk of your attention. I’ll also teach you a humorous, yet proven technique to distinguish great prospects, from other, let’s say, “not so great” ones. A brief multiple-choice quiz and recap immediately follow this lesson to reinforce your understanding.
Topics
 
  • The Need for Prospecting
  • Why All Prospects are NOT the Same
  • The 4 Types of Prospects
  • Ways to Find the Best Prospects
 

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Test Your Knowledge of Chapter 4


Recap
 
Why do salespeople need to prospect?
Even the most successful and competent salespeople sometimes lose clients.
 
All prospects are not created equal.
Some prospects are considerably more lucrative and should be given more focus and attention.
 
Remember the 4 types of prospects.
  • The Cold Call
  • The Name
  • The Lead
  • The Grade A, “I’ll be DAMNED” prospect.
 
Remember the 6 characteristics of the Grade A, I’ll be DAMNED Prospect.
  • They are a Decision maker
  • They are Approachable
  • They have the Money
  • They have a Need
  • They are Eligible
  • And they have a Desire to do business with you.
 
Remember the 6 characteristics of the Grade A, I’ll be DAMNED Prospect.
  • Through referrals
  • By doing your own research
  • By getting involved
  • By getting your name out there
  • By networking