MENTORS MAGAZINE | EDITION 2 | 29
It is every sales professional’s dream to wake
up in the morning and there in their inbox is
a new prospective client just waiting on
them. But not the kind that is just a lead
from the “contact” page of the company
website. Nor the kind of prospect that they
then have to start chasing. The dream is for
a prospect who is serious about purchasing
and already trust the sales professional to
help them make the right choice.
That type of prospect only shows up in one
of two ways. Either the prospect has spent
months or longer researching the options,
watching the demo videos, checking out the
case studies and testimonials and has ruled
out that their needs will be better served by
one of your competitors.Or the prospect has been referred to you by
someone they trust.The second option is faster. And a referred
prospect is typically less price sensitive be-With Stacey Brown Randall