There are seven clearly defined steps to pre-call planning. They are:
1. Identify the target prospects
Is this the business you want?
2. Research their position
Will this be a good customer? Who are the decision makers?
3. Make contact
Set up your appointment
4. Build rapport - just open the door
Don't sell the product, sell yourself
5. Explore the DBM
Explore the Dominant Buying Motive; what are their needs?
6. Plan presentation - around the DBM
Plan your presentation around their needs
7. Knock it over!
Test your information then close.
(More detail is available through our courses)
Image
Whilst you may have the best business in town, if your premises are messy, your car is always dirty and your colleagues in the office are offhand or rude, then you are not likely to have people beating a path to your doorway to do business with you.
To be really successful you have to ensure that your company image is as good as your product. Obviously there may be some things about your image that you have no control over (for example, if you are in the tobacco industry), however in this regard, YOU are the company, the business, so it is your image that I speak of here!
Continued in Part Seven
Part Six - Prospecting for More Sales - To learn more about this author, visit Lawrence Atkinson's Website.
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Related Businesses - Evan Elite Authors |
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Leanne Hoagland Smith
Are your sales where you want them to be? Will you be one of the few who achieves sales success or one of the many who have failed to change? So what are you doing to change those results? Let’s be honest, with companies moving globally and at lightening speeds, the traditional business solutions are outdated and dead. My approach moves your business out of its comfort zone and secures your competitive advantage now. If you are seeking to increase sales, build customer loyalty, create a culture of great attitudes or just achieve some sleep filled nights, then we should talk because my clients have experienced exactly those types of results. Learn more about customer loyalty at http://www.processspecialist.com/customer-loyalty.htm Give me a call at 219.759.5601 for a free strategy session. P.S. If you are seeking a motivational speaker, sales trainer or small business expert that will leave your audience smiling and remembering, please feel free to contact me at 219.759.5601. - Visit Leanne Hoagland Smith's Website |
The Evan Elite Authors program is currently in beta phase. For details please contact us.
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Lawrence Atkinson
(Visit Lawrence's Website)
Lawrence specialises in sales training and
sales coaching, with over 20 years
experience as both a trainer and a coach.
He has lived and worked in the UK, Europe,
the Middle East and more recently the
Pacific Islands. He is a Fellow and
former Director of the Australian
Institute of Training and Development and
holds Fellowships with the Australian
Institute of Company Directors, the
Australian Institute of Management, and
the Financial Services Institute of
Australasia. He is also a Justice of the
Peace.
His many experiences in a variety of sales
situations present an interesting
background for his training and coaching
interventions and provide Lawrence with an
ability to relate to and train people at
all levels, across a variety of cultural
and industry settings. This includes, for
example, training and coaching business
owners and managers, senior relationship
managers, business banking managers,
financial advisers, retail sales people,
electrical sales engineers, accountants in
PNG, new Australian exporters, importers
and exporters in Fiji, and a video
production company in Bahrain!
A Rotarian and Paul Harris Fellow, he
loves to work with people to see them
succeed.
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