2. INDEX
 Finding Prospects
 No Longer Picking Ripe Fruit
 Develop The Right Attitude
 Never Stop Looking for Potential New Customers
 Find The Real Business Issue Facing Your Prospects
 Know What You’re Up Against
 Recognize That Prospects Buy What You Know
 Skim The Local Newspapers For The Possible Leads
 Find The Decision -Maker
 Be Aware When Your Competitors Make Changes
 Build Key Relationships Outside of Work
 Email Communication
 Don’t Take Refusals Personally

3. Thomas Ellis
Founder and President
EWC Consultants
Thomas is sales management veteran with over 20 years experience in
coaching, consulting, developing sales personnel, and managers.
Thomas began his professional sales career in the copier industry and
then to the telecommunications industry where he was employed by
Motorola and Nextel which merged with Sprint in 2005. Thomas spent 13
years with Sprint Nextel where he held several Sales Manager and
Director of Sales positions. He received Sprint/Nextel’s highest sales
award, President’s Council, for 10 years.
Thomas is considered by many to be an SME ( Subject Matter Expert) in
coaching and developing Business to Business sales professionals .
During his tenure at Sprint /Nextel he developed and coached sales
representatives and sales managers that had clients from SMB( Small –
Medium Business) Market, Enterprise Market , Education market,
State and Local Government, and the Federal Government. One of the
many highlights in his career at Sprint/Nextel was that he developed the
first Enterprise and Government sales teams in the
Baltimore/Washington market which led the nation in sales productivity.
Thomas ‘s warm and enthusiastic personality quickly engages the
participants during the training that helps them feel at ease and eager
to further enhance their skills so they have achieve greater results.
For more information about EWC Consultants visit our website:
www.ewcconsultants.com or call (301) 343-0001.

4. Finding Prospects
Finding new prospects is the one of the
most critical skills for sales professionals
today. Efficient techniques are needed
to guarantee a steady supply of
customers.

5. No Longer Picking Ripe Fruit
Prospecting is no longer simply picking
ripe fruit in your territory. Competition ,
need for growth , rising customers
expectations and disappearing
customer loyalty make effective
prospecting a challenge for every
salesperson.

6. 12 Prospecting Techniques

7. Develop The Right Attitude
Prospecting ,like any other selling skill ,
can be viewed positively or negatively.
Determination ,perseverance ,
enthusiasm, and a positive attitude are
the backbone of prospecting success .
The correct mindset leads to successful
prospecting and ,ultimately , to more
lucrative sales.

8. Never Stop Looking for
Potential New Customers
You increase your risk in sales when you
work with too few prospects. Today's
salespeople recognize this and reduce
their risk by finding new prospects
regularly. Start with good research and
analysis to find prospects with the
highest potential. Learn what prospects
do and their objective. Such research
can come from web searches, people
who work at the prospect’s company,
and press releases.

9. Find The Real Business
Issue Facing Your Prospects
Every business has issues or needs
.They are frequently unidentified by
salespeople who are more concerned
with selling their products than
meeting customer needs. Experienced
salespeople address critical needs and
link them to their product or service.
They learn about the prospect’s
business and specific needs before they
even try to schedule an appointment.

10. Know What You’re Up Against
Industries change , and marketplace
adjustments and competition impact
every salesperson’s success. Productive
salespeople stay abreast of these
influences and know how to leverage
them to find new prospects and convert
them into customers.

11. Recognize That Prospects
Buy What You Know
Once prospects believe your message ,
the sale is made , even though the
closing may take days or even months .
It’s your knowledge that will move them
from the “prospect” to the “customer”
category.

12. Skim The Local
Newspapers For The
Possible Leads
You may find information about new
branches opening, companies
relocating in your territory, or names of
recently promoted executives. The best
prospectors have a clear understanding
of their target market so they maximize
the return they receive on the time they
invest.

13. Once You Identify A Prospect
Find The Decision -Maker
Are there multiple decision-makers or is
there one key buying authority ?
Getting to the wrong person will not
only waste your time , it may prevent
you from meeting the real decision-
maker.

14. Be Aware When Your
Competitors Make Changes
To Their Process or Staff
Sometimes their customers feel
neglected or underserved when changes
are made that may cause problems with
service , quality or delivery . There is no
better time for a salesperson to make
serious inroads on accounts that had
always seemed locked up by a
competitor.

15. Build Key Relationships
Outside of Work
It may be a good idea to join two or
three community organizations . The
best prospects in every community
usually join local organizations .If you
want to meet them, join the same
organizations they belong to. The best
kind of networking is to go where you
know prospects go.

16. Make It A Point To Email
Copies of Interesting
Articles or Studies
Your thoughtfulness will be noticed and
appreciated , and you’ll gain a
reputation as a knowledgeable resource.

17. Don’t Take Refusals Personally
It happens all the time . You identify s
prospect who needs your product or
service . You have everything you need
to turn the prospect into a customer , he
or she won’t even give you an
appointment . It could be your timing or
approach is off.

18. Contact Information
Thomas Ellis
EWC Consultants ,Inc
tellis@ewcconsultants.com
(301) 343-0001
www.ewcconsultants.com