ProcessThe most successful individual sales professionals and organizations utilize a systematic process to develop new business. We have found that if you've been successful, you are utilizing a systematic approach – we can prove it to you.

The overall steps to the process are as follows:

Goal Setting

The goals must be specific meaningful, measurable and written and can be categorized as both professional and personal goals. We typically think of sales goals as financial in nature but they can also be the number of new accounts landed, number of new prospects contacted, new prospect appointment levels, referrals generated, and amount of business in the proposal stage, etc. - these items can be measured.
Targeting Accounts

Prospective accounts should be identified and defined as specifically as possible - the type of account, industry segment, size, geographic location, nature of the business, your expertise, and so forth. The idea here is to be as specific as possible on those prospective clients where you have strength, confidence, previous success, a specialty – clients are demanding skill based competencies.
Contact Strategy

Establish and design your prospective account contact strategy – how are you going to do this? Is it cold call, referral harvesting, lead source development, pre-approach mailings, Webcasts, seminars, networking events, etc.? Our recommendation is to establish a variety of methods that you will utilize. Keep in mind that you are firstly competing for the time and attention of the targeted account and targeted individual buyer. Overcoming Sales Call/Contact Reluctance

Sales Call/Contact Reluctance works likes this - think about that account that you've really been meaning to contact this week but there is an internal voice that says: "No, I'll do it another day" or "No, I think I'll go do something else". Call Reluctance was brought to us by George W. Dudley and Shannon Goodson of Behavioral Sciences Research Press. After working with their Call Reluctance assessment for many years, we have concluded that Call Reluctance, Contact Reluctance is a natural part of the Sales Process. There are sixteen reasons identified behaviors that influence sales professional in NOT contacting clients and prospects. The good news is that each type of Call Reluctance can be identified and overcome with easily applied remedies.
Contacting Your Prospect

This is the part of the process where there is finally some real outbound action. Up until this point we have been just thinking great thoughts – what are my goals? Who could I contact to help in the achievement of my goals? How should I go about contacting these prospects? Now is where you are actually making contact with your prospective account. The primary objective for the initial contact is to obtain an appointment. That's the mission - to get in the door and see if there is a bridge to build with your prospect.
Qualification

Your prospects have lots of skills, hiring you is not one of them!
Here's a process that we recommend (Warning! - this is not a script, but it is a process):

How To Get An Order:

• Identify, quantify and define the prospect's objectives

• Ask - If we achieve these objectives, do we have an order?
• Ask - Who determines whether we have achieved these objectives?
• Ask - Are there any other reasons why you could not do business with our company or me?
• Ask - Are you psychologically prepared to fire your existing provider and hire us?

• Set strategy with prospect to achieve their objectives!

 

Don't forget:

• Strategize your timing for proposal delivery
• Ask for the order often
• Describe the transition process where the prospect fires their current service provider and hires you.

Proposal, Presentation and Close: There will be some documentation to prepare and presentations to be made to the prospective account. If the initial, follow through and account qualification were done well, closing should be a relatively smooth and natural event (yea, right!). Your presentation must include the confirmation of the prospect's objectives, how you and your resources will achieve these objectives, how you will deliver the services and how you will be compensated.

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