In this e-newsletter from Sales Training International:

  1. The "10th" step in the strategic sales plan - Research prospect's business plans
  2. Objection of the month with prevention and response strategies
  3. adds two new courses and two new reference modules

Step 10. Research prospect's business plans:.

What plans for expansion or contraction does the prospect have? How will that fit into your ability to help them?

a. Talk with the prospect about their future business plans in the areas that impact what you sell.
Timing - Target dates for contracts. Get budget issues defined (available or will have to construct)
b. Review their corporate quarterly and annual reports. Know a stockbroker. They can get you information about a company that you didn't think existed.
. Call the public relations office of the prospect's company and ask for quarterly reports. You are about to invest a lot of time, energy and resources into the company, you deserve to know what's going on in those
areas that could impact you.

And, as always, let us know how we can help you achieve your goals.

Thanks for your feedback.

Sales Process Analyst Team

Dr. Bob DeGroot

© 2000 Sales Training International