Prospect Priority Index Enter the names of specific

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. . . – – – 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