Sales people are constantly searching for ways to maximize their opportunities to increase their sales.  In 2005 I had the great pleasure to work with a sales coach on my team named Kevin Patrick.  He has since moved into a new position as Sales Manager with a successful company.  Kevin wrote a little booklet to assist our clients and staff highlighting 16 natural opportunities to win or lose a sale.  I keep that small booklet handy and refer to it from time to time to check my own process to make sure I’m conscious of these opportunities and incorporate them into my daily work as a business coach, sales trainer and sale person.  These are great action steps.
Here’s a shortened outline of those 16 opportunities.

Natural Opportunity 1
Turning your suspect into a prospect through qualifying questions.

Natural Opportunity 2
Determine the true decision maker.

Natural Opportunity 3
Send the first letter branding you as a source of information not necessarily available to the prospect

Natural Opportunity 4
Send a second piece of information adding additional proof of how hard you will work, just to get the appointment, which translates to the prospect how hard your company will work, once you make the sale.

Natural Opportunity 5
Send a third piece of information noting that you have empathy for your prospects busy schedule, challenges and time.  This demonstrates your professionalism, show’s respect for your prospect’s time and your time.

Natural Opportunity 6
Dial the phone.  Use effective voice mail scripts in your messages and have a communication strategy to demonstrate your understanding of their business and the potential value you will bring to them in helping them solve their challenges.

Natural Opportunity 7
Contacting the Decision Maker.  Make sure you’re investing your time to connect with the person who can say “yes” to your proposal or who is the chief influencer of the decision maker.

Natural Opportunity 8
Book the appointment.

Natural Opportunity 9
Confirm the appointment and plan for the meeting.

Natural Opportunity 10
Complete the first appointment.

Natural Opportunity 11
Book the customer needs analysis.

Natural Opportunity 12
Complete the customer needs analysis.

Natural Opportunity 13
Book the proposal presentation.

Natural Opportunity 14
Write the proposal.

Natural Opportunity 15
Present the proposal.

Natural Opportunity 16
Confirm the sale