1. 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
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2. 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
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3. Prospect Priority Index
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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.

4. Prospect Priority Index
Identify your highest priority prospects
or “action” prospects
by their high PPI scores
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5. The Prospecting Process
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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

6. Multi-Level Accounts A substantial portion of business today
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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