Second Base selling strategies

1st Base - IF this is the Right Prospect

You should only reach first base when the prospect passes the “IF” test. This test is applied with questions to find out “IF” they are a real prospect, the test is ‘IF” they fit the profile of YOUR perfect customer. “IF” they do not fit this profile, you should move on and go find another prospect.

Who

2nd Base - Who to Contact

You can move to second base when you discover the right contact of the company or “WHO” is the right contact(s). You must be certain that this is the true contact or contacts in the company or organization WHO you must meet with for an opportunity. This is achieved through good questions to identify the right prospect person.

3rd Base - The Appointment Questions

You get to third base when you secure an appointment to learn more about the opportunity. At the appointment the salesperson identify the “W’s” or pain points of the prospect. Discovering opportunities is achieved through questioning and research. Third base and a personal appointment is the best way to discover opportunities for working with this prospect. These W’s are what, when, where, how and why issues that define a solid 3 opportunities.

Opportunity

4th Base - Opportunity

You get to fourth base when you have 3 or more defined opportunities or pain points your solution can resolve for the customer. Fourth base is the “OPPORTUNITY” stage. Ideally, you want to identify three “OPPORTUNITIES” or more which are pain points the prospect wants eliminated from their business or life. Once we have these identified, we can move to step five.

presentation

5th Base - Presentation

You get to fifth base when you are ready to present your solutions. This is the easiest stage of all, it is the “PRESENTATION” stage of the sale. This is where the salesperson can combine all they have learned about the prospects problems and issues and at the right time, presents your solution. If everything was followed according to the process, the solution will be on target and received warmly for the next step.

Coming to Home Plate with a Win

Home Plate - you get to come home and score when you have all the information and are ready to “CLOSE”. If you reach this point, the sale should be a simple walk to home plate and a sealed deal because you have followed the sales process with a remedy for a solution the prospect wants.

The Game of Sales - Survey Questions

Please take a minute to answer our 4 question survey so we can improve these sales lessons. These lessons are intended for business to business sales and this is our first attempt at delivering them in a web video format. Your comments are welcome and we hope you will honestly share your constructive comments with us. Thank You.

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