MAN about prospecting

Written by Sean McPheat | Linkedin thumb

Prospecting stampOr should that read MAD about prospecting?!

No, I was right the first time!

When you prospect over the telephone do you always get stuck with the people who can never make the decision?

Do you know of the three types of people that you should aim for when prospecting?

Well, the person you should ultimately get through to should be a MAN!

No, not MAN as in gentleman! I mean the acronym MAN.

MAN stands for:


The people you should get through to should either hold the money in the company and be able to spend it, have the authority to make decisions or they should have the need for whatever you are selling.

If they have all three then it’s SHOWTIME!

Always make sure your calls focus on one of these types. Now, I know you should always go for those people who can make the decisions.

But if you go after the “NEED” person the call should be positioned around influencing them to make the right noises with the people who can make the decisions to go with your product etc. An “insider” on your side can work wonders when you eventually get around to talking with the decision maker.

Happy selling!


Sean McPheat

Sean McPheat
Managing Director

MTD Sales Training

450 sales questions free report

Originally published: 18 January, 2008

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