12 Sales Prospecting Mistakes

Do you want to improve your
prospecting results?
Are your prospects stuck
in your sales funnel?

Then, keep in mind the following
sales prospecting mistakes
and how to avoid them.

You think that all potential customers
have the same need.
1
But every client is different,
with different needs, motivations and desires
(find them out and personalize)

You are trying to sell while you prospect.
2
But you're exploring possibilities,
it's too early to try to sell.

You always use the same prospecting method.
3
But you have to adapt the process
for each type of prospect and market
(not all is BANT)

You're wasting time and resources on
opportunities that really aren't.
4
It’s better to have fewer prospects but of quality
(it’s not about number of visits)

You think prospecting is just a marketing task.
5
But the sales department must
Prospect proactively.

You focus too much on your company and product.
6
But it's not about you, it's about them.
The important thing is their needs and problems,
not your product

You only use one tool
(only email, only phone, only social selling, etc.)
7
But you must use all possible channels
in your prospecting process.

Lack of follow-up,
and you don't have a plan on how to do it.
8
You should use a good CRM for consistency
and proper following of each prospect.

You're not giving it its importance and priority.
9
Prospecting should be a regular habit,
not just when sales are bad!

You lack motivation
10
You need to have a positive attitude
and understand the consequences of
prospecting to sell more.

You're not adding value and trust
from the beginning.
11
You must want to help!

You lack training.
12
Customers and market change,
you have to adapt and train continuously!

12 Sales Prospecting Mistakes

In this document

More Related Content

What's hot

Similar to 12 Sales Prospecting Mistakes

More from Raúl Sánchez Gilo

Recently uploaded

12 Sales Prospecting Mistakes