Page 22 - Sales Management

Managing the Sales Cycle 22

1- Identifying Prospects

• The first step in the sales cycle is to make a list of potential customers.
• Try to gather as much data as you can. Ask your team members to visit
markets, shopping malls, restaurants to map potential customers and collect
information about them
• Placing canopies at strategic locations also invite potential customers.
• A sales professional should ideally spend his maximum time outside office
meeting people. Interact with as many individuals as you can.
• Distribute questionnaires amongst the potential customers to know them
better.

2- Setting Appointments

• The next step is to make the people aware of your product and its offerings.
• Try to get in touch with the people. Call them and seek an appointment.
• Don’t arrange meetings at your convenience.
• Take his address and courier relevant information brochures beforehand for

him to know more about your product and its benefits.
• Marketers also depend on cold calls to inform the customers about their
products and services. Don’t be after the individual’s life to fix an
appointment.
• Do take care of your pitch while speaking over the phone. Make your speech
interesting. Don’t drag conversations.

3- Know Your Customer Well

• It really helps if you know something about your client before meeting him.
• Try to gain some information about him from social networking sites like
Facebook, Orkut, linked in, twitter and so on. These networking sites do give
some information about the client which definitely helps in preparing the

sales pitch.
• Understand the customer’s needs and expectations from the product. Check

whether the customer has the potential to purchase a particular product or
not. There is no point selling an air-conditioner to someone whose monthly
income is $1000. Find out more about the background of the customer.

CarePoint Global +966 55 119 6445 – Sales Mastery and Training Services - 2019