{"id":52,"date":"2012-05-10T12:00:00","date_gmt":"2012-05-10T12:00:00","guid":{"rendered":"http:\/\/sakanashiandassociates.com\/blog\/2012\/05\/10\/thoughtful-thursdays-a-sales-process-to-consider-part-1-target\/"},"modified":"2012-12-16T23:52:08","modified_gmt":"2012-12-16T23:52:08","slug":"thoughtful-thursdays-a-sales-process-to-consider-part-1-target","status":"publish","type":"post","link":"https:\/\/sakanashiandassociates.com\/blog\/2012\/05\/10\/thoughtful-thursdays-a-sales-process-to-consider-part-1-target\/","title":{"rendered":"Thoughtful Thursdays &#8211; A sales process to consider &#8211; Part 1 &#8211; Target"},"content":{"rendered":"<p><a href=\"http:\/\/sakanashiandassociates.com\/blog\/wp-content\/uploads\/2012\/05\/sales_process.jpg\"><img loading=\"lazy\" decoding=\"async\" class=\"alignleft size-medium wp-image-330\" title=\"sales_process\" src=\"http:\/\/sakanashiandassociates.com\/blog\/wp-content\/uploads\/2012\/05\/sales_process-234x300.jpg\" alt=\"\" width=\"234\" height=\"300\" srcset=\"https:\/\/sakanashiandassociates.com\/blog\/wp-content\/uploads\/2012\/05\/sales_process-234x300.jpg 234w, https:\/\/sakanashiandassociates.com\/blog\/wp-content\/uploads\/2012\/05\/sales_process.jpg 510w\" sizes=\"auto, (max-width: 234px) 100vw, 234px\" \/><\/a>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\u00a0a great deal\u00a0of\u00a0direct sales experience and had to learn to sell in a to be successful.<\/p>\n<p>This opportunity has enabled me to\u00a0add significantly to my knowledge base developed\u00a0over more than two\u00a0decades of business to business sales experience. Over the next month\u00a0I will share my insights based on that information about selling and the sales process.<\/p>\n<p>I will\u00a0begin\u00a0by\u00a0sharing\u00a0my thoughts on marketing and sales. It has boiled down to these to points.<\/p>\n<ul>\n<li>Marketing activities produce prospects<\/li>\n<li>Sales activities produce customers<\/li>\n<\/ul>\n<p>A Sales Process to Consider<\/p>\n<ol>\n<li>Target<\/li>\n<li>Confirm\u00a0Potential<\/li>\n<li>Gain Approval<\/li>\n<li>Make Recommendations<\/li>\n<li>Close<\/li>\n<li>Sustain<\/li>\n<\/ol>\n<p>Today&#8217;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.<\/p>\n<ul>\n<li>Ask people you know &#8211; your current\u00a0\u00a0network<\/li>\n<li>Ask existing customers &#8211; who\u00a0do they compete with?<\/li>\n<li>Industry association member lists &#8211; are you a member?<\/li>\n<li>Community groups<\/li>\n<li>Boards of trade<\/li>\n<li>Chambers of commerce<\/li>\n<li>Libraries<\/li>\n<li>A centre of influence &#8211; we all know someone who seems to know a lot about many subjects<\/li>\n<li>Linkedin groups<\/li>\n<\/ul>\n<p>Next week, Confirming Potential.<\/p>\n<p>Good selling,<br \/>\nRichard<\/p>\n","protected":false},"excerpt":{"rendered":"<p>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\u00a0a great deal\u00a0of\u00a0direct sales experience and had to&#8230; <a href=\"https:\/\/sakanashiandassociates.com\/blog\/2012\/05\/10\/thoughtful-thursdays-a-sales-process-to-consider-part-1-target\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"footnotes":""},"categories":[5,8,3],"tags":[],"class_list":["post-52","post","type-post","status-publish","format-standard","hentry","category-sales-tips","category-selling-skills","category-thoughtful-thursdays"],"aioseo_notices":[],"_links":{"self":[{"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/posts\/52","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/comments?post=52"}],"version-history":[{"count":2,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/posts\/52\/revisions"}],"predecessor-version":[{"id":817,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/posts\/52\/revisions\/817"}],"wp:attachment":[{"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/media?parent=52"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/categories?post=52"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/tags?post=52"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}