“A Hunting We Will Go … A Hunting We Will Go”

A hunting we will go!

A hunting we will go!

Oooh … errrmmm … I don’t know (where)

A hunting we will go!

 

afraidHunting for additional business can often be daunting for salespeople. The thought of trying to get people to want to talk to us about our products and services can make even the most experienced of salespeople’s knees wobble; the prospect of high rejection rates striking fear in their hearts.

 

Yet hunting for business doesn’t have to be feared. By thinking about what to do and where best to look to improve our chances of success it can be converted from something salespeople dread to something we enjoy as the chances of our success increase.

For salespeople in an existing business the best place to look is with our existing customers. As they already know us, have a trading relationship and experience of dealing with us the chances of existing customers buying something else from us which is applicable to them should be much better than average.  Too often salespeople get into a cycle of not prospecting enough (due to fear of rejection) and as a result don’t hit their new business targets and yet often existing customers will have potential for other products and/or services!  We have to be sure this doesn’t apply to us.

 

For salespeople working in new businesses entering into an existing market and for those working to build additional business once their customers have been exhausted the next place to look is at prospects (people we have qualified as being able to do business with us). In particular we should look at people buying from our competition. In such cases we can understand what they buy at the moment, what they like about it and don’t (or at least would like improving) and then we can set about demonstrating how our products and/or services will be better for them.  As they already have a need, providing we can demonstrate benefits our chances of success are again better than average.

 

Staying with prospects, after people buying from our competition we can look at those we have qualified as having a need for our products and/or services and as of yet don’t use them. Equally this category includes those who could have a need yet maybe don’t know our offering exists or haven’t understood the potential).  In such cases we need to understand their current situation, quantify that our products and/or services could bring them benefits and then demonstrate those things.  The better we can do this and the stronger the benefits the better our chances of success.

 

sales evolution wheel as at 22042016Finally we come to the suspects, better described as people we think could potentially use our products and/or services although as of yet we haven’t researched them or qualified them. Typically they are uncontacted and as such cases our chances of success are limited as we really have little to no idea what will or should be of interest to them.  We can pick from our product / service range and see if it is of interest; as we are playing ‘hit and hope’ tactics though the chances of picking an applicable, interesting offering are very slim and less than average.  Interestingly though in my experience when salespeople are told to hunt for new business this is often the first place they go, the rejection levels are high and consequently they stop hunting.

 

Avoid the mistake and give yourself a better possibility by looking at your existing customers, competition accounts and then qualified prospects first (and in that order).

Learn how the most successful salespeople proactively prospect to ensure they constantly have a pipeline of new and additional business, so you can achieve better results now!  Click here for details on my ebook Prospecting … A Necessary Evil module.

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About trenthamwhitmore

Salesperson, trainer, author, speaker, student and forever curious about what makes top performing salespeople so much more successful than their contempories.
This entry was posted in Effective Time Management, Prospecting, Territory Organisation and tagged , , , , , , , , , , , , , , . Bookmark the permalink.

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