Riddle: What is your style of prospecting? – News Couple
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Riddle: What is your style of prospecting?


Below, you’ll find eight simple questions about your personal style of prospecting. From the options provided, choose the answer that most accurately describes your choices and behaviors when it comes to starting business discussions with new contacts.

What is the best sentence that describes your philosophy of prospecting?

a. What is the philosophy of prospecting?

NS. “Work hard, make more calls.”

NS. Social networking + schmoozing = success.

Dr.. “I do a little bit of everything — and I consider everything I do, including social interactions outside of the workplace, a potential prospecting activity.”

What sentence would you say that accurately describes the number of referrals you get each month?

a. What is a referral?

NS. “One or two”.

NS. “More than one or two.”

Dr.. “It’s more than enough, and I get it constantly because I follow a process to generate it.”

Which of the following describes your preferred method of communication when it comes to prospecting?

a. irralavent. People call me, not the other way around.

NS. E-mail.

C. Phone.

d- Videoconferencing, supported by other modes as necessary.

Where do most of your leads come from?

a. What leads?

NS. Marketing gives it to me.

NS. Marketing gives me some, and some I create on my own.

I create them all on my own, either from customer referrals or as a result of my own communication, using information from multiple platforms such as Twitter and LinkedIn.

Which of the following responses best describes your potential pipeline?

A: “Hm…full, yeah…sure, surely full, sure – but please, whatever you do, don’t let my boss try to verify this by communicating with any of these people. I haven’t heard anything from them in months” .

NS. “Failure in.”

NS. “It comes and it goes.”

Dr.. “Overflowing with opportunities, I’m comfortable with my boss calling any of them.”

Which of the following would you say is a “go to” strategy?

a. Send emails.

NS. Make cool phone calls.

NS. Interact on social media.

D- Asking existing clients for referrals.

How many hours per week do you devote exclusively to prospecting?

0-4

B 5-8

C 9-15

15 min or more

How many unscheduled audio discussions does it usually take to create one appointment for an exploratory call?

a. Over 20 (or: “I never do this.”)

b 10-19

C 6-9

D. 5 or less

Now is the time to record your answers. Give yourself:

  • 1 point for each answer
  • 2 points for each b response
  • 3 points for each C . response
  • 4 points for each d answer

Your prospecting method is:

  • 8-12 points: California Dreamer. You mainly rely on hope and good luck to achieve your numbers.
  • 13-19 points: Banner. You probably do minimal prospecting and work very hard to generate opportunities when you are looking for potential clients.
  • 20-24 points: Prospector. You have a process, but you don’t constantly work with it or generate referrals that you can generate to identify new opportunities.
  • 25 points or more: Gold miner. You regularly get referrals and introductions through your great relationships with clients.

Check out the Sandler Advisor newsletter for additional tools and insights.



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