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Part Six - Prospecting for More Sales

Written by: Lawrence Atkinson

Article Overview: Part Six of a Ten Part Series. In this series, we explore all the different avenues of prospecting necessary for a business to succeed. Think of your business as a a beautiful garden, and then consider all the things you need to do to keep that garden beautiful and growing, rather than dreary, dead or decaying. Need help with Prospecting? Feel free to get in touch with us via our website.

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Part Six - Prospecting for More Sales

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

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Home > Sales > Lawrence Atkinson > Part Six Prospecting for More Sales
Article Tags: appointment, business in town, colleagues, company image, dbm, decision makers, doorway, motive, plan presentation, premises, regard, target prospects, tobacco industry

About the Author: Lawrence Atkinson
RSS for Lawrence's articles - Visit Lawrence's website

Lawrence is the Principal of Lawrence Atkinson Career Management Services, and Lawrence Atkinson Practice Management Services.

Prior to starting his own business he was the Managing Consultant, Legal at Advantage Professional, which Lawrence joined following his time as Practice Director at Argyle Lawyers, a Sydney-based commercial law firm. His career includes being the National Manager for Corporate and Community Partnerships at Mission Australia, the General Manager of Shelston IP Patent and Trade Mark Attorneys, running his own business services company with his wife Paula, and 27 years with Westpac in Europe, the Middle East, PNG and Australia.

Lawrence holds Fellowships with the following organisations:

Australian Institute of Company Directors
Australian Institute of Management
Australian Institute of Training and Development
Financial Services Institute of Australasia




Click here to visit Lawrence's website Dashed Line

More from Lawrence Atkinson
Part Nine Prospecting for More Sales
Prospecting for More Sales A TenPart Series
Part Seven Prospecting for More Sales
Part Ten Prospecting for More Sales
Sales Lesson 1 Get Noticed


Related Forum Posts
Prime Means of Selling Prime Means of Selling - Prospecting and Selling aren't the same. Prospecting is finding the few within a target group who are prime candidates for your service. I don't think everyone will agree on what "prime" means but I'd say if the prospects actively want what you're offering and have the ability to pay for what you're offering then they qualify as "prime".
Online Sales and Marketing vs Traditional Online Sales and Marketing vs Traditional - Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
Patent information Patent information - I'm also interested in Part 2. Thanks.
Patent Process Patent Process - Interesting to hear your experiences with the patent process - what's Part 2?


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