How to Measure Prospects for Sales

How do you measure your prospects for a good sales opportunity? Do you?

If you can’t answer this question, perhaps you shouldn’t be selling! I know this might be a little blunt, however, it really is a waste of time to try and sell to someone or a business if you don’t have a customer profile to measure against.


Too often a salesperson will hit the streets or get on the telephone and try to sell to anyone who will listen to them. This is a such a waste of time and it gives a bad name to salespeople for everyone. I had such a telephone call the other day and the salesperson on the telephone didn’t ask me any questions nor did they have any idea that I wasn’t a prospect for them. Naturally I didn’t spend much time with them on the telephone. However, if this was their strategy for growing sales, they were going to lose a lot of opportunities with this non-measurement method.

Every business should have an established profile for the type of customers that best suit the business. This profile will help any business and salesperson pre-qualify prospects before they spend a time on them.

Imagine if you were a real estate sales agent who was selling a million dollar home. Would you waste your time or a buyers time if you knew they didn’t qualify for the home? No, you wouldn’t unless you wanted to make a point or something.

Your time is valuable and so is your prospects. Salespeople should be careful about how they spend their time and who they spend their time with.

By Steve Martinez, Selling Magic (951) 277-0080