The Most Important "Muscle" for Results 

0 Comments

Last week I started a serious called the “Five Steps to Successful Selling” and wanted to continue this week with step number two. Step two is about the “Necessity of Prospecting.” In this step we will break down the difference between prospect vs. suspect. Also, we will talk about the prospecting/sales ratio. So without any more delay let’s get  our teeth around step number two.

A.) Prospect vs. Suspect – What is the difference between the two?

     Prospect – someone who may be a potential client.

     Suspect – someone who you have an 80% chance to close on.

The difference here is that a prospect is all the available people who you can market to and a suspect is someone who is pre-qualified and someone who is already in the behavior mindset to buy training. Focus on suspects!

B.) Prospecting/ Sales Ratio

1.) poor sales ability – numbers game. If you are willing to continously try and determine who is a prospect or suspect and market to them than you can be great.

2.) great sales ability – if you can identify a suspect and close then you will be successful at sales. You need to measure your closure rate to determine if you have a great sales ability.

In order to be successful at sales you need to know the difference between a prospect and a suspect. Make sure you close on every suspect you come into contact and try and increase your closure rate on prospects. Also, if you don’t track or measure your closure rate you will be unable to determine whether or not you have a good or poor sales ability.

April 20, 2009

Insert Video

Last week I started a serious called the “Five Steps to Successful Selling” and wanted to continue this week with step number two. Step two is about the “Necessity of Prospecting.” In this step we will break down the difference between prospect vs. suspect. Also, we will talk about the prospecting/sales ratio. So without any more delay let’s get  our teeth around step number two.

A.) Prospect vs. Suspect – What is the difference between the two?

     Prospect – someone who may be a potential client.

     Suspect – someone who you have an 80% chance to close on.

The difference here is that a prospect is all the available people who you can market to and a suspect is someone who is pre-qualified and someone who is already in the behavior mindset to buy training. Focus on suspects!

B.) Prospecting/ Sales Ratio

1.) poor sales ability – numbers game. If you are willing to continously try and determine who is a prospect or suspect and market to them than you can be great.

2.) great sales ability – if you can identify a suspect and close then you will be successful at sales. You need to measure your closure rate to determine if you have a great sales ability.

In order to be successful at sales you need to know the difference between a prospect and a suspect. Make sure you close on every suspect you come into contact and try and increase your closure rate on prospects. Also, if you don’t track or measure your closure rate you will be unable to determine whether or not you have a good or poor sales ability.

About the author 

Dave McGarry

I am a fitness and nutrition coach who has a passion for impacting and transforming lives both physically and mentally! From an early age I loved to work out and push myself to achieve better results physically and mentally. Over the past several decades I have helped hundreds of people get fit and change their lives. Now, I am on a mission to impact and change the lives of 5 million people across the globe. Your health is your wealth and I am here to serve others by sharing my knowledge and passion for health and wellness!

Leave a Reply
{"email":"Email address invalid","url":"Website address invalid","required":"Required field missing"}