Environmentally Friendly Prospecting

By Tibor Shanto
No, I am not going to talk about green selling or climate change, not even sales change.  The focus here is the actual environment of the buyer or environments.  Environmentally friendly prospecting is about understanding and leveraging your mutual settings and events.
The environment where what you sell will be used, consumed or processed.  How the combination of the above impact and are impacted by your environments.
Let’s Start Right
Starting right in prospecting, of course, means putting the buyer at the centre of every action.  In many cases, salespeople are “aware of the buyer’s environment,” but have not actually spent, say a day in it.  I have trained some large transport companies, have a good feel for the business, opportunities and challenges.  But I have not spent three hours on a loading dock taking in everything or pretending to understand that setting.  Being able to talk to it, is not living