Sales Prospecting for Sales Results

Guest post by: Bob Urichuck
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Is 87% of Your Sales Training Investment Wasted? - By Bob Urichuck

Are you, as a sales or business professional, getting the results you are looking for from you sales prospecting strategies and techniques? Do you have a sales prospecting strategy in place?

Do you follow a sales prospecting system or sales prospecting process?

If you answered yes to any of the above questions, you are probably considered a successful sales professional.

If not, then allow me to share some sales strategies on sales prospecting with you from the internationally proven ABC, 123 Sales Results System, a non-traditional sales process.

It is a behaviour, the B in ABC and it is one of the areas of importance when it comes to the things we do on a daily basis in sales.

First we need to know what our sales prospects should look like - we need to profile them so that we can take a targeted sales prospecting approach and not a shot gun approach.

To do that you need to define the sales prospecting criteria for three customer levels - A, B, and C.

Your best customers are considered you're "A" or absolute customers, because without them, you would be out of business. This is based on the 80/20 rule, where 80% if your sales results come from 20% of your customers.

What criteria best describes you're A customers? Is it margin, volume, profits, brand, etc.?

Then what is the sales criteria for your next level of customers -"B" - beneficial customers? How are they distinguished from A customers?

Then what is the sales criteria for your next level of customers -"C" - convenient customers? How are they distinguished from B customers?

Once your sales criteria is defined for each level of customer, go to your sales data base and using the sales criteria identify your existing customers as A, B or C.

You may find that most of your sales are probably to "C" or convenient customers.

Separate the A customers and create their profile based on the information on hand. You will find that there is something different about them, compared to the B's and C's.

What is that difference? Now map that profile over to the market place for sales prospecting. Who are the A's out there?

Do the same with the B customers and identified the sales prospects for you B category in the marketplace. Also, look at your existing B customers who have potential to be come A's.

The Bottom Line: Sales prospecting can be fun and most rewarding for sales results when you invest the time and plan your sales prospecting approach according to the ABC, 123 Sales Results System.

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Keep Prospecting Simple©

The Paradox of Sales Training

Sales Management, Prospecting, and a Sense of Urgency©

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It is Easier to Increase Sales than to Cut Costs©

Prospecting's 8 Simple Steps©

Missed & Lost Sales Opportunities

Sales Prospecting Is a Dirty Business (or Why a Clean Desk Is Not a Good Sign)

Prospecting Improves Morale & Is The Key to Increasing Sales - Find Out the Success Formula

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Free PDF Download
Is 87% of Your Sales Training Investment Wasted? - By Bob Urichuck

About the Author: Bob Urichuck

RSS for Bob's articles - Visit Bob's website
To download your complimentary White Paper "The New Economy of Buyers, Why Traditional and Consultative Selling Methods No Longer Work", visit http://www.BobU.com
Bob Urichuck is an internationally renowned Velocity Selling Specialist.

For the last 15-years he has worked with fortune 500 companies and mid size businesses, To Inspire, Empower and Add Sales Velocity to Their Bottom Line.

Sales Velocity. Your Bottom Line. Our Passion

Bob Urichuck, is a Canadian and the author of two best-selling books, Disciplined for Life, You Are the Author of Your Future and Up Your Bottom Line, through the Velocity Selling System. He is also a contributor to the book Sales Gurus Speak Out.
Bob has been recognized as an International Sales Expert and ranked # 7 in they World's Top 30 Sales Gurus. Bob was named Consummate Speaker of the year (2000), and awarded Platinum Speaker Status by Meeting Professionals International (MPI). Bob is a Certified Master Trainer (CMT) and Certified Sales Professional (CSP), and he holds a diploma in Adult Learning from St. Francis Xavier University. Bob is the founding president of the Canadian Association of Professional Speakers (CAPS), Ottawa Chapter.

Using Singapore, Dubai and Ottawa as his ongoing hubs, Bob has spoken in over 1,000 cities in over 30 countries to audiences with as many as 10,000 participants in one event. Bob has also written articles and appeared in a variety of print media internationally and is regularly interviewed on national radio and TV programs in his home country and internationally.
His extensive travels have inspired him to work toward a better world on many levels. He is a certified social entrepreneur.
Bob is a catalyst for constant improvement and a cultivator of human potential. His purpose is to inspire, educate and empower people and organizations globally to significantly increase their performance capability while constantly improving the quality of their lives and the lives of others with whom they come in contact.

Click here to visit Bob's website.

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