Transcript Prospect Priority Index

Prospect Priority Index
• Enter the names of specific “A” accounts
– - select those you intuitively believe are important
• Review the characteristics in your PPI
• Add any that are new to your market
• Delete any that no longer apply
Developed by Purdue University
Prospect Priority Index
• Assign a weight to each characteristic
– if you believe some characteristics
• should carry more weight than others.
• Rate all prospects on the first characteristic.
– Use a 1-10 scale.
• “10” is the most favorable rating
• “1” is the least favorable rating
• Consider the variation between prospects
– to make sure true differences emerge
Developed by Purdue University
Developed by Purdue University
Prospect Priority Index
• Continue by rating all prospects
– on the second characteristic, etc.
• until you have rated them on all characteristics.
– (Rate each prospect on a characteristic
• before moving onto the next characteristic)
• If you have weighted the characteristics,
– multiply each rating
• by each characteristic’s weight
– for a weighted rating.
• Total the scores for each prospect.
Prospect Priority Index
–Identify your highest priority prospects
•or “action” prospects
–by their high PPI scores
Developed by Purdue University
Developed by Purdue University
The Prospecting Process
• Step # 6. Develop Top Prospect Strategy
– Gather sufficient information about that account
• to build a selling strategy. Include . . .
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Account history
Business situation
Financial situation
Key decision maker information
Personalities and values
Probable problems and needs
• The profile is the basis for your preparation
– for each call
Developed by Purdue University
Multi-Level Accounts
• A substantial portion of business today
– comes from “multi-level” accounts
• --- several decision makers
» at the same level and location
– Identify all decision makers
– Understand the account politics
– and decision process
– Consider bringing others in your business
– into the selling strategy