Are You Still Chasing Prospects?

Do you love chasing prospects? Probably not, most people hate having to chase after prospects hoping they will buy a product or service. So how do we stop the chase? Start with these 3 questions which we call the decision process steps.

1) Does the client recognize there is a problem?
Recognition is the first step in understand the problem or challenge and recognizing the result is not changing. If the Prospect doesn’t think there is a problem you can stop right there.

2) Is the problem causing them pain, financial or personal?
Determining the extent of the discomfort, are they losing money, customers or both. Identifying exactly what the problem is costing them leads into the, “Is there a budget for solving the challenge?”

3) Is it a priority for them to fix?
Identifying where the problem is on the priority scale for them. I use the scale of 1-10, 1 meaning no problem at all to a 10 meaning, we can’t go another day with this problem which means they are ready for change and could be open to your product or service if it solves the challenge.

Using these 3 questions will help to uncover if your prospect is ready or open to your solution. These questions will allow you to stop chasing and focus on the prospects that are ready for you!

Being Strategic in 2012

In 2011 my word was visibility.  Letting others know what I did and how I could help them in their businesses.

In 2012 my word is Strategic.  What does being strategic really mean? According to Webster’s strategy is “A carefully devised plan of action to achieve a goal or the art of developing or carrying out such a plan”.   For me, strategic means creating a plan with a purpose that brings success.   This plan helps me to stay on track every day, every month, every quarter.   The plans allow to me know exactly the most important things that need to be accomplished in order for the strategy to be successful.

Being Strategic in 2012

Creating a strategic plan to some can be overwhelming, it doesn’t have to be.  The plan allows you to see where you are, what you’ve been able to accomplish and where you want to go.

Ways to think strategically

 I’ve had the good fortune of working with some amazing thinkers in the career and here are some tips that can help you think more purposefully.

Who and what else are connected to this decision? How will this affect them? I like this question because it forces you to think through the implications of your decisions early. It’s easy to sit back and say “let’s change our distribution model” or “let’s move to new software program!” but being able to accurately predict and describe the challenges of plan of action will help guide you to the best choice.

Ask the Five Why’s; this sounds like a something out of a science fiction movie, but the Five Why’s are real. Five Why’s is a B-school/consulting method that says if you ask “why” at least 5 times you can get to the root of the problem. It’s all about digging deeper.  Understanding why you are doing something or providing a product or service works to give you a motivator for your strategic plan.


About Gina Kaelin-Westcott

Gina is a Certified Executive Sales Coach. Gina is a dynamic, accomplished sales management leader with a 20+ year record of achievement. She is an exceptional mentor and coach and remarkable in building new business and forging strong lasting relationships with clients and business partners at every level.

Gina Kaelin-Westcott was named the 2010 VIP Professional Woman of the Year by the National Association of Professional Women and is the Best Selling Author of “Creating a Bond Beyond the Handshake, 100 Reasons Why Relationships and Value Sell Every Time!”

Gina can be reached at or 303.949.0882   or   Website



Creating a Bond Beyond the Handshake

Wow, what a great couple of weeks. I have sent off the last version of my new book, “Creating a Bond Beyond the Handshake, 100 Reasons why Relationships and Value are What Sell Every Time!” to the publisher and yesterday I received in the mail the proof of the hardcopy! It’s been a little over a year since I began writing the book but over 22 in the making. I remember coming home from a weeks vacation in San Diego and being inspired while I was there to start the book. I had the 100 reasons scripted out the on the 2 hour plane ride home. It’s been a tremendous learning experience along the way on so many levels and I’ve been so blessed this past year to do what I love to do. Stay tuned for upcoming book signings as we get closer to the release.
Thanks for all your support!