Prospecting and Pre-approachProspecting and Pre-approach
Module FiveModule Five
Why Buyers Won’t See SalespeopleWhy Buyers Won’t See Salespeople
1.1. They may __________________ of the salesperson’s They may __________________ of the salesperson’s firm.firm.
2.2. They may have _______; they just bought the product They may have _______; they just bought the product category.category.
3.3. The buyer may have _____________ on other The buyer may have _____________ on other issues.issues.
4.4. Buyers are constantly getting calls from salespeople Buyers are constantly getting calls from salespeople and do not have the time to see them all.and do not have the time to see them all.
5.5. __________ in any organization screen their bosses’ __________ in any organization screen their bosses’ calls and are often curt and even rude.calls and are often curt and even rude.
ProspectingProspecting
The process of __________, ________, and The process of __________, ________, and __________ organizations and individuals __________ organizations and individuals that have the need for and potential to that have the need for and potential to purchase the salesperson’s market offering of purchase the salesperson’s market offering of products and services.products and services.
Qualified Qualified ProspectsProspectsQualified Qualified ProspectsProspects
SalesSalesLeadsLeadsSalesSalesLeadsLeads
Screening Screening Procedures Procedures
for Qualifying for Qualifying LeadsLeads
Prospecting Plans are the Foundation Prospecting Plans are the Foundation for Effective Prospectingfor Effective Prospecting
______________________
Establish daily, Establish daily, weekly and weekly and
monthly quotas for monthly quotas for acquiring new acquiring new
prospectsprospects
Prospecting Plans are the Foundation Prospecting Plans are the Foundation for Effective Prospectingfor Effective Prospecting
______________________
Establish a regular Establish a regular daily schedule for daily schedule for
conducting conducting prospecting prospecting activities.activities.
______________________
Prospecting Plans are the Foundation Prospecting Plans are the Foundation for Effective Prospectingfor Effective Prospecting
______________________
Track your results Track your results from using the from using the
different prospecting different prospecting methods.methods.
______________________
______________________
Prospecting Plans are the Foundation Prospecting Plans are the Foundation for Effective Prospectingfor Effective Prospecting
______________________
What is working for What is working for you? Compare you? Compare
results and use the results and use the methods that work methods that work
best for you.best for you.
______________________
______________________
______________________
Prospecting Plans are the Foundation Prospecting Plans are the Foundation for Effective Prospectingfor Effective Prospecting
Develop confidence Develop confidence by knowing your by knowing your
products and products and believing that you believing that you
offer the best offer the best solutions.solutions.
______________________
______________________
______________________
______________________
______________________
Popular Prospecting Sources & MethodsPopular Prospecting Sources & Methods
External SourcesExternal Sources– ______________________– IntroductionsIntroductions– Community Contacts Community Contacts
(Centers of Influence)(Centers of Influence)– OrganizationsOrganizations– Non-competing Non-competing
SalespeopleSalespeople– Visible AccountsVisible Accounts
Popular Prospecting Sources & MethodsPopular Prospecting Sources & Methods
Internal SourcesInternal Sources– Company RecordsCompany Records– Lists and DirectoriesLists and Directories– Advertising InquiriesAdvertising Inquiries– Telephone InquiriesTelephone Inquiries– Mail InquiriesMail Inquiries– Internet or World Wide Internet or World Wide
WebWeb
Popular Prospecting Sources & MethodsPopular Prospecting Sources & Methods
Personal ContactPersonal Contact– ObservationObservation– Cold CanvassingCold Canvassing– ____________________________– Bird Dogs (Spotters)Bird Dogs (Spotters)
Qualified Prospects . . .Qualified Prospects . . .
Can benefit from the _______________Can benefit from the _______________
Have the _________________ to make the purchaseHave the _________________ to make the purchase
Play an important role in the ______________ processPlay an important role in the ______________ process
Are _________ to buy based on a fit within the selling Are _________ to buy based on a fit within the selling strategystrategy
Are reasonably __________________ to consider the Are reasonably __________________ to consider the sales offeringsales offering
Can be added to the customer base at an acceptable Can be added to the customer base at an acceptable level of _____________level of _____________
Importance of Effective ProspectingImportance of Effective Prospecting
OneOneCustomerCustomer
100 100 LeadsLeads
Many LeadsMany Leads
Few QualifiedFew Qualified ProspectsProspects
Many Qualified Many Qualified ProspectsProspects
Few CustomersFew Customers
Suppose it takes 10 Suppose it takes 10 leads to generate leads to generate
one qualified one qualified prospectprospect
And suppose it And suppose it takes 10 qualified takes 10 qualified
prospects to prospects to generate one generate one
customercustomer
It will takeIt will take100 leads100 leads
to generateto generateone customerone customer
Importance of Effective ProspectingImportance of Effective Prospecting
OneOneCustomerCustomer
50 50 LeadsLeads
The better the ____________ method, the The better the ____________ method, the higher the proportion of qualified leads.higher the proportion of qualified leads.
The more accurate the _________ process, The more accurate the _________ process, the higher the proportion of customers per the higher the proportion of customers per qualified lead.qualified lead.
Gathering Precall Information:Gathering Precall Information:The ProspectThe Prospect
The prospect’s name and titleThe prospect’s name and title
__________________________ __________________________ can be gathered by asking the can be gathered by asking the receptionist or secretary or receptionist or secretary or gatekeeper to verify information.gatekeeper to verify information.
Gathering Precall Information:Gathering Precall Information:The ProspectThe Prospect
Is this prospect willing to take Is this prospect willing to take risks? Are they confident with their risks? Are they confident with their decision making?decision making?
May have to ask ______________May have to ask ______________
Gathering Precall Information:Gathering Precall Information:The ProspectThe Prospect
Observe ____________________ Observe ____________________ displayed in the office.displayed in the office.
Is the buyer involved in their Is the buyer involved in their community? Do they belong to community? Do they belong to clubs or professional organizations?clubs or professional organizations?
Gathering Precall Information:Gathering Precall Information:The ProspectThe Prospect
Does the prospect have hobbies Does the prospect have hobbies or interests they are proud of?or interests they are proud of?
Observation of ___________.Observation of ___________.
Gathering Precall Information:Gathering Precall Information:The ProspectThe Prospect
What is the prospect’s personality What is the prospect’s personality type? Easy going? All business?type? Easy going? All business?
Observation and experience with _____.Observation and experience with _____.
Gathering Precall Information:Gathering Precall Information:The ProspectThe Prospect
Where did this prospect grow up? Where did this prospect grow up? Where were they educated?Where were they educated?
Look for diplomas. ______.Look for diplomas. ______.
Gathering Precall Information:Gathering Precall Information:The Prospect’s OrganizationThe Prospect’s Organization
What type of business are we What type of business are we dealing with?dealing with?
Can be gathered from a directory Can be gathered from a directory and _________________.and _________________.
Gathering Precall Information:Gathering Precall Information:The Prospect’s OrganizationThe Prospect’s Organization
To what market does the company sell?To what market does the company sell?Who are its primary competitors?Who are its primary competitors?What does the company make and sell?What does the company make and sell?
Annual _______ and company _______.Annual _______ and company _______.
Gathering Precall Information:Gathering Precall Information:The Prospect’s OrganizationThe Prospect’s Organization
Salesperson may have to _______ Salesperson may have to _______ for this information.for this information.
Who and how many vendors does the prospect presently buy from?How much and how long have they been purchasing from their supplier(s)?What challenges is the organization facing?