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High Performance Selling: Prospecting Power
High Performance Selling: Prospecting Power
HIGH PERFORMANCE
SELLING
MODULE 5
Prospecting Power
© Brian Tracy. All rights reserved. The contents, or parts thereof,
may not be reproduced in any form for any purpose without the written permission of Brian Tracy. 47
HIGH PERFORMANCE SELLING
INTRODUCTION
INTRODUCTION
MODULE 5
Prospecting Power
The most important part of selling is prospecting. The “No man was ever
most successful salespeople have the most complete
strategies and plans to develop the highest quality and
honored for what
quantity of prospects who can and will buy within a
reasonable period of time.
he received;
In this lesson, you learn some of the most important
ideas of prospecting and how you can apply them to
your sales work to increase the number of sales you honor has been
make, faster and easier than ever before.
Remember, the key to success in selling is to: “Spend the reward for
more time with better prospects.”
PROSPECTING POWER
1. Prospecting is the most important part of selling:
c. There are prospects everywhere, but they are not all your
prospects.
a. A good prospect has a real need for what you are selling;
3. There are seven characteristics of poor prospects that you can use to
sort them out quickly:
a.
Specialization — What exactly is your product or service
designed to do; what result does it achieve?
b.
Differentiation — What is your unique selling feature or
competitive advantage?
d.
Concentration — Focus all of your energies on your very best
prospects, the ones most likely to buy the soonest.
b. What kind of customer has the most pressing need for your
product?
Your job is to keep your sales pipeline full. The more and better prospects you
are working with at any given time, the more likely it is that you will have
the kind of sales you need to be among the top people in your field.
You must always be thinking about better ways to get better prospects. Think
through who they are, where they are, and why they might buy from you.
Now, here are some questions you can ask and answer:
1. What are the three main benefits to you for becoming excellent at
prospecting?
6. What specific customers in the marketplace can most benefit from the
special qualities or benefits of your product or service?
7. List three reasons why a potential customer should buy from you
and your company rather than from your best competitor.
What one action are you going to take immediately as a result of what
you have learned in this lesson?
Now, stop the lesson at this point and answer these questions:
1. What are the three main benefits to you for becoming excellent at
prospecting?
1)____________________________________________________________
2)____________________________________________________________
3)____________________________________________________________
1)____________________________________________________________
2)____________________________________________________________
3)____________________________________________________________
1)____________________________________________________________
2)____________________________________________________________
3)____________________________________________________________
1)____________________________________________________________
2)____________________________________________________________
3)____________________________________________________________
1)____________________________________________________________
2)____________________________________________________________
3)____________________________________________________________
6. What specific customers in the marketplace can most benefit from the
special qualities or benefits of your product or service?
1)____________________________________________________________
2)____________________________________________________________
3)____________________________________________________________
7. List three reasons why a potential customer should buy from you
and your company rather than from your best competitor:
1)____________________________________________________________
2)____________________________________________________________
3)____________________________________________________________
What one action are you going to take immediately as a result of what
you have learned in this lesson?
________________________________________________________________________
________________________________________________________________________
________________________________________________________________________