Learn what being a member does for you
The Seller Styles
See a summary of all our programs and certifications
Certified Professional Sales Person(CPSP®)
Develop your potential as a certified sales professional
Certified Professional Sales Leader(CPSL®)
Grow your impact as a certified sales leader
Certified Master Sales Professional (CMSP®)
Join the elite group of sales professionals and leaders
Certified Master Sales Trainer (CMST®)
Advanced Sales Influence (ASI)
Take your influence and leadership to the next level.
Certified Professional Sales Associate (CPSA®)
Learn foundational sales behaviors, strategies, and skills
Power of Contact Marketing
Learn from marketing expert and author Stu Heinecke
Join the top 1% of sales professionals in the world.
Next Level Virtual Coaching
Join our ongoing dynamic virtual coaching community
Explore job postings from some of the best companies in the country looking for sales professionals
Daily Dose of Influence!
Enjoy our video series of influence tips and strategies
Leads To Growth
Dig into our podcast featuring industry leaders and experts
Learn from our high-level sales coaching video series
Women of Sales & Influence – Facebook Live Series
Be inspired by our Facebook Live series spotlighting top women influencers
Women of Sales & Influence – Video Blog
Enjoy valuable, high-level sales strategies to empower your sales goals
The Growth Quotient
You’ve heard about IQ, but what is your GQ?
Our Commitment to You
We are here to help your approach to sales, how you interact with others, and how you perform and execute
NASP Sales Blog
Learn from our member-submitted articles for sales professionals
About Our CEO
Standards of Conduct
Common Questions and Answers
The Brooks Group
Sales Prospecting Advice: Regardless of whether a salesperson has been selling for 2 years or 20, having a minimum number of qualified prospects is a determining factor of sales success. While the tendency is to focus on closing a deal, it’s likely that opening opportunities is where your team is really struggling.
The bottom line is, a lack in qualified opportunities equates to a lack in sales.
Turn your team’s attention to activities that continually add to the top of the funnel. Keep these 6 Principles of Sales Prospecting in mind while you coach your reps to find qualified buyers:
Always Be Closing (ABC) is an outdated sales cliché. Replace this old-school approach with Always Be Opening (ABO). Not only should your salespeople be focused on opening more sales opportunities, the “opportunity radar” should never shut down–or slow down, for that matter.
Chasing unqualified leads is not an efficient strategy for sales prospecting. It might “feel” good to talk with anyone who will listen, but it wastes time, energy, and money. Your team should focus on the quality of the prospects they have, not just the quantity.
Too many salespeople are still using meaningless small talk as a way to build rapport and trust. The best salespeople focus on building relationships by positioning themselves as experts in providing solutions. A salesperson who is regarded as trustworthy will always outperform a smooth talker.
Everyone’s busy, including prospective customers. Your salespeople need to understand there’s a fine line between being persistent and being aggravating, so have them focus on being flexible, polite, and concise in their follow-ups. They should make their interactions convenient, and do as much of the work for the prospect as they can. Be brief, be bright, and be gone.
Everyone wants to know “how much?” How much time, how much money, how much effort… But once that number has been revealed to the prospect, it is probably the only thing he or she will remember. And if the salesperson hasn’t already created value, it might be too late. Before revealing the price, the sales rep must prove that your product is a valuable solution.
Understand the importance of leading with a value proposition. In a crowded marketplace, the value that’s delivered needs to overshadow any lower-priced competition that may be on the horizon. Make sure that your team is providing solutions that are invaluable to the buyer.
About the author