Referring to my blog on October 30, 2014, “5 Steps to Becoming an MPS Superstar” I shared the five steps in a selling cycle that we all use to sell almost any product or service.  The names of the sales steps could be changed but the activity remains the same.

What MPS/MS Sales Professionals need to become Super Stars:

• What will they make? (They’re always tuned into station ‘WIIFM’  What’s in it for me?)
• What is the MPS/MS program?
• What do they say?
• Who should they be saying it to?
• What’s the goal of prospecting?

Let’s face it, nothing happens until you PROSPECT! It makes this step the most important in the sales cycle, but when people are confused they do nothing.  A clear description of your MPS/MS offering will eliminate all excuses for doing nothing. See this blog for ideas on what, how and who to package your MPS/MS solutions.

Prospecting is a lot like exercise “You know it’s good for you and it will produce excellent predictable results” yet it’s an activity that many sales professionals avoid. That is why it is imperative to have a great compensation plan that drives the right behaviors. Make sure your sales professionals understand their potential financial gain.

The sole objective (goal) of prospecting is to get an appointment.  Provide a written talk track that defines the value proposition of your MPS/MS program and asks for the appointment. A value proposition is a phrase beginning the process of your client thinking about you and what you have to offer them. The value statement should include a testimony, a quantifiable benefit, and a hook.

EXAMPLE: “We have been able to help ABC Company reduce their total cost of ownership by 15% and positively affect their environmental sustainability initiatives. I believe there may be an opportunity to do the same for you.  How does reducing your total cost by 15% sound to you? I’d like to set up an initial appointment to discuss our process. What day next week would work for you?”

Whether you are prospecting your current customer base, net new prospects or a vertical market, teach your professionals to identify who is the most effective target audience to discuss MPS/MS in every customer scenario. Then try all of the following methods. Marketing analytics to measure your success will help you discover where you are most effective.

• Telemarketing
• Social Marketing
• Cold Calling
• Referrals
• Member Organizations
• Snail/Email
• Vertical Market Focus etc.

If you are a leader in your organization, you know that I have only scratched the surface of prospecting. I invite you to share your comments or start a collaborative discussion below.  Please be sure to read our previous blog posts for more insight.

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