FREE online courses on Selling Step by Step - Prospecting - Exercise

 

Find out how successful you are in terms of prospecting. Tick the option, you think is most suitable for you.

 

Options: - A – Always

B – Frequently

C – Occasionally

D – Never

 

ü       Do you gather information regarding the financial position of the prospect?

	A		B		C		D

 

 

 

ü       Do you recognize your prospects special needs or problems before targeting him/her?

	A		B		C		D

 

 

 

ü       Is it important for you to notice, who gets involved in making the buying decision on the buyer's end?

	A		B		C		D

 

 

 

ü       Do you gather information on the buyer's special characteristics and other interests?

	A		B		C		D

 

 

 

ü       Do you decide before hand, the motivation or appeal that is most likely to be effective for your prospect?

	A		B		C		D

 

 

 

 

ü       Do you make sure that your company's products and services satisfy the special needs of your customer?

	A		B		C		D

 

 

 

 

Analysis:

For each A – 4 points

B – 3 points

C – 2 points

D – 1 point

 

6 – 11: You lack skills in effective prospecting. You show haste in making an appointment and delivering the sales pitch. You need to have patience and gather information on all aspects.

 

12 – 17: You understand the importance of prospecting but you must further develop on this and give a tailor-made presentation.

 

18 – 24: You are perfect in identifying and qualifying the prospect. Continue planning ahead as this shall boost your confidence in handling the sales pitch.