Closing the Deal on the Go: Making a Prospecting Notebook

Here’s a great tool to help you in prospecting.

Make a prospecting notebook.

Set goals. List them. Ask yourself questions about how much business you need to make or exceed quota.

Make a list of prospects. Note the following information for each prospect:

Source of your lead

  • Name, company, & contact information of the person you need to see
  • Best time to contact your prospect
  • What you have that your prospect needs, wants, uses, or could use
  • Potential value of the account
  • Competition
  • Record of contact and interactions with your prospect
  • Evaluation of your progress with your prospect

This post is based on material originally published in Closing the Deal.

For more information on Closing the Deal, check it out on Amazon.

(Burghgraef, Richard. Closing the Deal: Hot Sales Strategies that Make Money. Encouragement Press. Illinois: Chicago. 2007)

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