January 13, 2012

Capturing new business is essential to your company’s success, but it can be challenging and often companies are not well prepared for effectively taking action. Does your sales process support your goals when it comes to bringing in fresh prospects?

There are various tactics you can employ to help generate good leads, identify opportunities and make the first approach. We believe there are 20 steps that can direct you on a path towards your goal of capturing new business. We have listed these condensed steps for a quick overview.

§ Utilize a variety of sources, such as market research, referrals, coaches, and current customers to help you recognize buyers with a need.

§ Obtain details of the buyers needs, interests, and availability of funds.
§ Identify main competitors and assess their strengths and weaknesses… know what you are up against.
§ Determine internal investment needed, and your return on that investment. Also determine your potential customer’s ROI.
§ Develop a response, or arguments relating to buyers needs.
§ Match appropriate salesperson to the buyer.
§ Prepare for possible questions, or objections and devise your response.
§ Plan your closing approach.
§ Prepare a brief presentation to use, or to leave with the buyer.

Identifying opportunities, assessing realities, and developing a proper plan of action in advance will lead you to success in capturing new business.

For details on this crucial sales process, contact us today.