SALES PROSPECTING TECHNIQUES: EVERYONE IS A PROSPECT


Let’s start with the basic rule underlying all sales prospecting techniques: Everyone is a potential sales prospect until you disqualify them.

With this in mind, you might want to put into effect a very commonly known – yet little practiced – sales prospecting technique known as the three-foot rule.

The more aggressive top salespeople that we have interviewed use some form of the three-foot rule day in and day out. Basically, they start their day thinking that anyone is a potential prospect – or even more likely, a potential source for Referrals.

So what they do is make it a point to speak with as many people they can. We’ll cover some of the finer points of this strategy under Networking, but for now, it’s good start to just think of everyone as a potential prospect – or referral source.


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The Three-Foot Rule

If you think of everyone you meet during the day as a potential source of revenue for you, you will behave differently. The top salespeople who we interviewed are determined to meet as many people as they can, find out what they do for a living, give their 30-second commercial, and find out whom they might know that could be a potential purchaser of their product/service.

So what they keep in mind is the three-foot rule. If someone is within three feet of them – whether it be on the elevator, in an airport, in a restaurant, wherever – they make it a point to try to strike up a conversation with them and dig around for a potential sale.

This might seem like a drastic sales prospecting technique, but it works – and if you are going to be a top salesperson, you have to learn to be more aggressive in meeting more people – more potential prospects and more potential referral sources.




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