Target Selling : a patent way to conserve sales resources and improve productivity

target  selling 

versus

 spray gun PROSPECTING

The fulfillment of annual, quarterly and monthly sales targets, creates  pressure which can spill over onto sales teams as a whole, who have to find any number of effective techniques, strategies and sales methods. That’s where stress causes some of them to make a serious strategic error: trying to sell to everyone. The thinking behind this mistake goes like this:

if I prospect 10 leads, I’ll get one / two / three customers (depending on sales efficiency and the current conversion rate).To hit my monthly business targets, I need to find 10 customers. So if I prospect 100

Prospecting in this way often means forcing the sale (instead of assisting the customer towards purchasing). Many customers then find themselves with a product or solution they don’t need enough and won’t make full use of. They’ll be dissatisfied, and will run down the company’s reputation in one way or another, harming its future sales. 

The spray-gun prospecting approach earns you lots more “No”s and plenty of rude responses. And if you’re not mentally and emotionally strong enough to take it, your confidence and motivation will take a knock. The outcome: less energy, fewer sales opportunities and fewer sales.most prospects you come across will either not want the product, not be appropriate for the product, or not know the company well enough to commit themselves. 

Result: a waste of the financial and material resources that go into prospecting, but also of the time you have available (which is often at a premium) to achieve results. It’s vital to understand that “trying to sell to everyone by prospecting blind” isn’t the best strategy for generating business. Especially when you realise how easily Sales Intelligence lets us target the best prospects with cutting-edge techniques!

So why don’t you take the time to identify your ideal customer, so you can target them better? You’ll reduce your prospecting costs, the length of your sales cycle… and you’ll generate more satisfied customers, who will recommend you and help to strengthen your business in the long term.What could be better than that?