INDEX Finding Prospects

No Longer Picking Ripe Fruit

Develop The Right Attitude

Never Stop Looking for Potential New Customers

Find The Real Business Issue Facing Your Prospects

Know What You’re Up Against

Recognize That Prospects Buy What You Know

Skim The Local Newspapers For The Possible Leads

Find The Decision -Maker

Be Aware When Your Competitors Make Changes

Build Key Relationships Outside of Work

Email Communication

Don’t Take Refusals Personally

Thomas Ellis Founder and President

EWC Consultants

Thomas is sales management veteran with over 20 years experience in coaching, consulting, developing sales personnel, and managers. Thomas began his professional sales career in the copier industry and then to the telecommunications industry where he was employed by Motorola and Nextel which merged with Sprint in 2005. Thomas spent 13 years with Sprint Nextel where he held several Sales Manager and Director of Sales positions. He received Sprint/Nextel’s highest sales award, President’s Council, for 10 years.

Thomas is considered by many to be an SME ( Subject Matter Expert) in coaching and developing Business to Business sales professionals . During his tenure at Sprint /Nextel he developed and coached sales representatives and sales managers that had clients from SMB( Small – Medium Business) Market, Enterprise Market , Education market, State and Local Government, and the Federal Government. One of the many highlights in his career at Sprint/Nextel was that he developed the first Enterprise and Government sales teams in the Baltimore/Washington market which led the nation in sales productivity.

Thomas ‘s warm and enthusiastic personality quickly engages the participants during the training that helps them feel at ease and eager to further enhance their skills so they have achieve greater results.

For more information about EWC Consultants visit our website: www.ewcconsultants.com or call (301) 343-0001.

Finding Prospects Finding new prospects is the one of the

most critical skills for sales professionals today. Efficient techniques are needed to guarantee a steady supply of customers.

No Longer Picking Ripe Fruit

Prospecting is no longer simply picking ripe fruit in your territory. Competition , need for growth , rising customers expectations and disappearing customer loyalty make effective prospecting a challenge for every salesperson.

12 Prospecting Techniques

Develop The Right Attitude Prospecting ,like any other selling skill ,

can be viewed positively or negatively. Determination ,perseverance , enthusiasm, and a positive attitude are the backbone of prospecting success . The correct mindset leads to successful prospecting and ,ultimately , to more lucrative sales.

Never Stop Looking for Potential New Customers You increase your risk in sales when you

work with too few prospects. Today's salespeople recognize this and reduce their risk by finding new prospects regularly. Start with good research and analysis to find prospects with the highest potential. Learn what prospects do and their objective. Such research can come from web searches, people who work at the prospect’s company, and press releases.

Find The Real Business Issue Facing Your Prospects

Every business has issues or needs .They are frequently unidentified by salespeople who are more concerned with selling their products than meeting customer needs. Experienced salespeople address critical needs and link them to their product or service. They learn about the prospect’s business and specific needs before they even try to schedule an appointment.

Know What You’re Up Against

Industries change , and marketplace adjustments and competition impact every salesperson’s success. Productive salespeople stay abreast of these influences and know how to leverage them to find new prospects and convert them into customers.

Recognize That Prospects Buy What You Know

Once prospects believe your message , the sale is made , even though the closing may take days or even months . It’s your knowledge that will move them from the “prospect” to the “customer” category.

Skim The Local Newspapers For The

Possible Leads

You may find information about new branches opening, companies relocating in your territory, or names of recently promoted executives. The best prospectors have a clear understanding of their target market so they maximize the return they receive on the time they invest.

Once You Identify A Prospect

Find The Decision -Maker

Are there multiple decision-makers or is there one key buying authority ? Getting to the wrong person will not only waste your time , it may prevent you from meeting the real decision-maker.

Be Aware When Your Competitors Make Changes

To Their Process or Staff

Sometimes their customers feel neglected or underserved when changes are made that may cause problems with service , quality or delivery . There is no better time for a salesperson to make serious inroads on accounts that had always seemed locked up by a competitor.

Build Key Relationships Outside of Work

It may be a good idea to join two or three community organizations . The best prospects in every community usually join local organizations .If you want to meet them, join the same organizations they belong to. The best kind of networking is to go where you know prospects go.

Make It A Point To Email Copies of Interesting

Articles or Studies

Your thoughtfulness will be noticed and

appreciated , and you’ll gain a reputation as a knowledgeable resource.

Don’t Take Refusals Personally

It happens all the time . You identify s prospect who needs your product or service . You have everything you need to turn the prospect into a customer , he or she won’t even give you an appointment . It could be your timing or approach is off.

Contact Information Thomas Ellis

EWC Consultants ,Inc

tellis@ewcconsultants.com

(301) 343-0001

www.ewcconsultants.com