by sarita
(banglore)
prospecting,identifying clients
Answer
Hi Sarita,
I have to say up-front that much of my prospecting was easy in my sales career. I mostly sold specialty chemicals. So, I would get info on a new product often with recommended users i.e. types of manufacturers that could use the product. Then, all I had to do was go into the phone book to see who made that product.
What, I did do whenever I was face-to-face with a prospect was stay alert to opportunities to sell them other products (other than the one I was there to discuss with them that day). This made me many additional sales.
But, I'm not sure how helpful this is in your situation.
Any others readers out there like to add their comments ?
Regards Greg
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