Create a Rotating Prospect List That Will Fire Up Your Sales!
written by Pop Icon Mr. Cold Call™
Who are your top sales prospects? Can you instantly pull up a list upon request? If not then how do you know exactly who to call each daily? My guess is the following: “If you do not have a “Rotating Prospect List” to systematically organize your sales prospecting efforts then you are probably just winging it!
What is a Rotating Prospect List (RPL)? This list is a complete list of top prospects in your defined territory. As you contact prospects, follow-up with them and close sales you will be constantly removing and adding new prospects to your list, hence the name RPL.
When do you remove prospects?
- After you close a sale.
- If a prospect (the decision-maker) is rude to you or hangs up on you then it’s time to cut ties and get rid of them!
- If you come across a negative news story in the name of your prospect or their company that now makes them an unattractive lead to pursue then you need to dumb them!
How long do you keep them on your list?
There is absolutely no set amount of time or number of calls. You need to always remember that the majority of your sales will come from those sales prospects who first told you “No!”
The creation of a RPL will without doubt allow you to become more selective with your prospects so that you focus your time and effort on those prospects that are the most viable. With the addition and use of this prospecting technique your RPL will help to buffer rejection, handle and overcome sales objections with less stress and ease and close more sales. Click here to download our Free Telephone Recorder to help build your sales pipeline!
Copyright 2011
Mr. Cold Call, Inc. - All rights reserved.
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Mr. Cold Call™ is a worldwide sensation and
claims
to have made over 80,000 cold calls to date. He has been quoted
by numerous national publications such as Selling Power Magazine,
Investor's Business Daily, Successful Fund Raising and Advantage
Magazine. He has written over 75 articles on cold calling,
developed a sales ratio calculator that
automatically calculates your daily, weekly, monthly and yearly sales
ratios, offers a custom sales script service called "The Script Responder" and
finally, is the author of four best-selling ebooks with FREE email
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