w3m3

All businesses must produce sales, and they all need a sales plan.  Most business owners don’t have any sales experience and background.  As a result, it may be really hard for them to do sales or even come up with a sales plan.  Of course you could hire independent sales reps, but even then, you need to know how to manage them.

If you are in this category of business owners and you don’t even know where to start, let me offer a few suggestions.  Here is a map of how a sales plan works.

Target Market and Find Leads

The first step is to identify your target market.  Make sure you know who you’re trying to sell to.  Narrow them down, but don’t get too narrow or you’ll be targeting too small of a market.  Don’t make it too large or you won’t really sell anyone.

The next step is to generate sales leads in that target market.  You can use a service like InfoUSA or simply just go down the phone book.  Getting leads doesn’t have to be super complicated.  You just need a phone number and contact person and you are good to go.

Cold Calling Script

The next thing you need is a cold calling script.  It needs to be short and concise.  Don’t try to sell over the phone.  Your goal is simply to set up a sales appointment.

Keep it simple.  Tell them your name, what company you are with and why you are calling within the first 5 seconds.  Tell them up front that you are calling to schedule an appointment.  That is all.

Sales Presentation

Then you will need to develop a sales presentation.  Don’t make t his any longer than 20 minutes.  You also want to leave time for question and answers.

Start out describing the need.  Express them so they feel it.  Then offer your solution.  It’s as simple as that.  You also need to anticipate objections and have a list of answers in your head.

Then you will explain the price.  Make sure you save the price until the end.  Then close the deal and get the money.