Thoughtful Thursdays – A sales process to consider – Part 1 – Target
During the past 8+ years I have had the pleasure of working with hundreds of new business owners and owners new to business. The majority did not possess a great deal of direct sales experience and had to learn to sell in a to be successful.
This opportunity has enabled me to add significantly to my knowledge base developed over more than two decades of business to business sales experience. Over the next month I will share my insights based on that information about selling and the sales process.
I will begin by sharing my thoughts on marketing and sales. It has boiled down to these to points.
- Marketing activities produce prospects
- Sales activities produce customers
A Sales Process to Consider
- Target
- Confirm Potential
- Gain Approval
- Make Recommendations
- Close
- Sustain
Today’s thought is about the first step, Target. Market research and analysis has identified a target market and it is the task of sales to identify prospects in that target market. So exactly how does one do that? Here are a few suggestions on where to look for your prospects.
- Ask people you know – your current network
- Ask existing customers – who do they compete with?
- Industry association member lists – are you a member?
- Community groups
- Boards of trade
- Chambers of commerce
- Libraries
- A centre of influence – we all know someone who seems to know a lot about many subjects
- Linkedin groups
Next week, Confirming Potential.
Good selling,
Richard
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