The Pipeline Guest Post - Butch Bellah
How would you like to be able to easily (almost effortlessly) track your ten hottest prospect and keep them moving toward a sale? Well, you’re in luck! By using a Top Ten List, you can do just that. David Letterman has made a lot of money with a Top Ten list and now you can, too.
First, what is a Top Ten List? In my world it is simply the ten hottest prospects you are currently working, ranked in order of their ability to be closed. It is not a Wish List, it’s not an “I’d love to have that business” list, it is made up of the Ten best prospects you’ve made presentations to and are working through the sales cycle.
NOTE: If you don’t have ten today, that’s OK. But, if you don’t have ten a month from now there’s only one person to blame.
The Top Ten List depends on the old adage, “You can manage what you can measure”. Think about that, what we measure we have the ability to manage. In this case, if you leave your list of top prospects rattling around in your head or just as part of a massive database, they’ll get lost, forgotten and probably never become a customer.
The Top Ten List allows you to see at a glance who they are and allows you to ask yourself the most important question in sales: “What can I do to move this relationship forward?”
Assume your Top Ten List is completely fully. Position 1 is the person who should become your next new customer, Position 2 is the next most likely and so on. Every day—yes, every day you should look at this document and ask yourself, “What do I need to do to move them closer to a sale?”
How do you get number 6 into position 5? How do you get the prospect in position 4 into position 3? This is a fluid, living document and will change weekly. Just because someone is your hottest prospect this week (Position 1) doesn’t mean they’ll hold that spot next week. If something happens in the process with the prospect in position four that moves them to the top of the list, GREAT!
The key is to understand each of these ten is at a different stage of the sales process and they have to be handled as such. However, each should be moving forward. If they aren’t, why aren’t they?
Your Top Ten List is a perfect tool for sales managers to use to work with their team and is the single most important piece of data you own. If you use it effectively and truly concentrate on developing it as a tool, you will see your sales and closing percentage increase.
Why? Because you are spending your time with the people most likely to do business with you. Keep pushing the prospect in position eight up the ladder and that will, in effect, keep pushing the prospects ahead of them toward becoming a customer.
The key is to be honest with yourself. Where do these prospective customers rank and are they really deserving of being on the Top Ten List. If they do, then by all means work daily to move them toward a sale.
Question: How can you use the Top Ten list to impact YOUR sales?
About Butch Bellah
Butch Bellah is a Sales Coach & Trainer, speaker and author. He operates B2 Training & Development and www.butchbellah.com. You can order his new book, “The 10 Essential Habits of Sales Superstars: Plugging into The Power of Ten” here and follow him on twitter @salespowertips. He can be reached at firstname.lastname@example.org or at 337-384-9204