Part Two - Prospecting for More Sales
Part Two - Prospecting for More Sales
So, how can you make sure that potential customers turn to you rather than your opposition? One thing you can do is put into operation a Prospecting Plan. It will not solve all your problems but it will give you a basis from which to build your own program for business growth.
The eight steps of your plan should be:
1. Build Communication Skills
2. Be Assertive
3. Be Excellent at Networking
4. Have a Good Client Contact System
5. Be Very Visible
6. Portray a Good Image
7. Maintain a Good Reputation
8. Be Good at Record Keeping
Communication Skills
Selling is a people business. You have to like people, and you have to show that you like them. Whether you're dealing with a large company or a smaller company, you are still dealing with people.
You have to learn to love your customer, after all it is the customer that puts bread on your table, provides a roof under which you live, and allows you to drive that expensive motor car. If we didn't have customers, we wouldn't have much.
If you are approachable and helpful, if people feel comfortable with you, then they will turn to you, rather than the other person, when the time comes to buy.
Communication Skills involve good listening and questioning skills, but that is a whole other topic and one which will not be covered in depth in this article.
Assertiveness
Being assertive does not mean being aggressive!
Make sure people know what you do for a living. If people don't know what you do for a living you're not giving them the chance to deal with you or to tell others what you do. It would be stupid to try aggressive selling on your social acquaintances.
What you do for a living is an important part of you. It inevitably comes up in conversation. One of the first questions people ask is: "What do you do for a living?"
So don't be shy. Don't hold back. Learn to develop your “Audio Logo” as I’ve heard it described. If an acquaintance is looking for the product or service you provide and doesn't contact you, you're obviously doing something wrong. Make sure people know what you have to offer, and be certain that you're the type of person they'll want to deal with.
Continued in Part Three
Part Two Prospecting for More Sales - To learn more about this author, visit Lawrence Atkinson's Website.
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Part Two
So, how can you make sure that potential customers turn to you rather than your opposition? One thing you can do is put into operation a Prospecting Plan. It will not solve all your problems but it will give you a basis from which to build your own program for business growth.
The eight steps of your plan should be:
1. Build Communication Skills
2. Be Assertive
3. Be Excellent at Networking
4. Have a Good Client Contact System
5. Be Very Visible
6. Portray a Good Image
7. Maintain a Good Reputation
8. Be Good at Record Keeping
Communication Skills
Selling is a people business. You have to like people, and you have to show that you like them. Whether you're dealing with a large company or a smaller company, you are still dealing with people.
You have to learn to love your customer, after all it is the customer that puts bread on your table, provides a roof under which you live, and allows you to drive that expensive motor car. If we didn't have customers, we wouldn't have much.
If you are approachable and helpful, if people feel comfortable with you, then they will turn to you, rather than the other person, when the time comes to buy.
Communication Skills involve good listening and questioning skills, but that is a whole other topic and one which will not be covered in depth in this article.
Assertiveness
Being assertive does not mean being aggressive!
Make sure people know what you do for a living. If people don't know what you do for a living you're not giving them the chance to deal with you or to tell others what you do. It would be stupid to try aggressive selling on your social acquaintances.
What you do for a living is an important part of you. It inevitably comes up in conversation. One of the first questions people ask is: "What do you do for a living?"
So don't be shy. Don't hold back. Learn to develop your “Audio Logo” as I’ve heard it described. If an acquaintance is looking for the product or service you provide and doesn't contact you, you're obviously doing something wrong. Make sure people know what you have to offer, and be certain that you're the type of person they'll want to deal with.
Continued in Part Three
Part Two Prospecting for More Sales - To learn more about this author, visit Lawrence Atkinson's Website.
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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Dr. John OdaJohn Oda Ph.D NLP is a business peak performance expert, an author, and speaker frequently called upon to provide corporate training, workshops and seminars for many companies in the United States. He is an expert in coaching sales and business professionals in overcoming the behaviors and obstacles that may impede their sales results and affect their bottom line. Since 1995, John has created a speaking bureau such topics, which include: time management, sales training, human diversity, leadership programs and etc. He provides companies with a strategic plan to increase their bottom line by over 25 percent yearly. - Visit Dr. John Oda's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Michel NerayMichel Neray has over 25 years of experience as an award-winning copywriter, an Internet pioneer, a tradeshow pitchman and a senior sales and marketing executive. An online pioneer, he was one of the first marketing professionals to embrace the Internet by building websites as early as 1993. In 1994, Michel co-authored a book entitled "The Great Crossover: Personal Confidence in the Age of the Microchip", which made it to Jack Canfield's Achiever's Recommended Reading List. Michel founded Portfolios.com in 1995, the world's first online source directory for creative professionals and one of the first websites based on community generated content. Since creating The Essential Message in 2003, Michel has helped thousands of independent professionals and entrepreneurs as well as growing corporations find a better way to differentiate, position and brand themselves. In 2005, his chapter "Everything Starts With A Conversation" was selected as the lead for the book, "Sales Gurus Speak Out" and re-published in 2008 for 'Awakening The Workplace Volume 3'. He is also a co-author of "In the Company of Leaders" (2008) with 40 top North American leadership experts. - Visit Michel Neray's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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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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