Qualifying prospects

The best sales people are all excellent time managers. They focus their attention on the things that will produce them the best results. This includes qualifying prospects, choosing to call on the businesses most likely to buy and ad. How do you decide who to call on? Here is an acronym that defines the qualifying process.

DELMAR

• D-Decision makers, can you reach the person who is authorized to place advertising.


• E-Established, is the business able to handle additional business


• L-Locally focused, is their service area a good match for my publications coverage.


• M-Marketing budget, do they invest in marketing and promotions.


• A-Afford the advertising, can they pay for the programs you recommend


• R-Rapport, are they open to listening to your presentation and considering a relationship.

Keep Smiling, Keep Selling!

Thanks

Jim Busch