We all want better prospects.

The question we have to ask ourselves is, “Do we get better prospects by simply finding more or do we get better prospects by taking the ones we have and making them better?”

You might say it’s akin to, “Which came first? The chicken or the egg?”

Here are 4 quick tips you can use to get better prospects by focusing on the ones you already have.

1. Uncover personal information.

Your ability to develop a dialogue with a prospect, especially over time, is going to be much more effective if you know some personal information about the prospect.

Your objective when you meet with a prospect is to allow them to share with you a piece of personal information which you can then use to start off the next conversation you have with them.

2. Follow-up faster.

Too many sales are lost only because the salesperson failed to follow up fast enough.   If you think waiting a week is the right time, try cutting it down to 3 days.

3. Make sure the discussion is about the customer, not about you.

Remember, the conversation should be about what the customer wants.  Allow them to share, and the best way to get them to do this is by asking questions and then taking what they tell you and asking still more questions.

4. Create a level of confidence in the mind of the prospect.

The sooner the prospect has confidence in you, the sooner they will be willing to do business with you.  If you attempt to close the sale prior to the prospect having confidence in you, then it’s more likely that the only way you’ll make a sale is with a steep discount.

To me, if it takes a huge discount to turn a prospect into a customer, then they’re not a good prospect.

Try these 4 tips and I think you will be on your way to turning good prospects into great ones — and ultimately into customers!

Copyright 2013, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.