Description
I need an exhaustive 3000 word article that accurately defines and explains the importance of "EFFECTIVE prospecting" for leads and appointments to generate sales. Just like giving a full presentation and or demonstration, effective prospecting requires trained sales professionals. If an employee or agent that's prospecting is looking for a "lay down," or a fish to simply jump in their boat, (rather than using reason, negotiation skills, and creating urgency), that agent is leaving money on the table. Fronters, Openers, Screeners, Prospectors, and Appointment Setters that are trained in the art of selling, that sound professional, have the ability to listen to prospects, confront objections, and create urgency (often by using take-aways), will inevitably produce more in a shorter period of time than Fronters, Openers, Screeners, Prospectors, and Appointment Setters that don't use effective sales strategies.
My company specializes in telephone sales, both prospecting and closing deals. I need a professional writer to dig deep and create a well written article on both 1) the definition of prospecting, and 2) effective prospecting (explaining the benefits and consequences of using trained and effective sales agents vs untrained, ineffective sales agents for prospecting).
I love the use of statistics from Government or well known universities. In sales, there's a lot of psychology involved so finding supporting data from high authority Psychological journals or studies would be perfect to support the claims of the article I need written on "effective prospecting."