When it comes to identifying potential customers, it’s important to be able to tell the difference between a suspect and a prospect. But what are the telltale signs?
In this day and age where technology is deeply integrated into the fabric of the sales industry, it is easy to think that sales professionals are already having the time of their life. With sales platforms that can even be deployed on smartphones, many people think that the job of salespeople these days have become much easier. But while there is some truth to it, the opposite can still be said in certain sales activities – such as when identifying if someone is a prospect or a suspect.
Measuring and identifying the real value of someone who engaged in a business can be a real challenge, especially if the sales representative don’t have the proper sales training on how to differentiate a prospect from a suspect. Defining these two categories is crucial to the overall efficiency and success of a sales organization. Fortunately, there are common tell-tale signs which sales professionals can easily familiarize themselves on.
From their willingness to share their personal information and being receptive when they are being exposed to the pros and cons of the product, there are certain indicators that sales representatives can use to separate prospects from suspects. To learn more about these signals, check out this infographic from Kona.
Author: Beginning in 1988 in Hotel Management in Dublin, Ireland, Garret worked in the hospitality industry in the UK for three years and then moved to sales and sales management, becoming the CEO of multiple multi-million dollar companies. Garret now lives and works in Australia and has become an expert in Strategic Sales, Business Coaching, Executive coaching, Strategy planning as well as Business Growth at KONA Group. Garret has been instrumental in developing the primary building blocks of competitiveness over the past three decades.