prospecting-- lifeblood of selling
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Prospecting-- The Life Blood of SellingTRANSCRIPT
Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin
7-1
Chapter
Prospecting—The Lifeblood Prospecting—The Lifeblood of Sellingof Selling
Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin
7-2
Chapter
7The Sales Process Has 10 StepsSteps Before the Sales PresentationProspecting—The Lifeblood of SellingWhere to Find ProspectsPlanning a Prospecting StrategyProspecting MethodsProspecting GuidelinesThe Prospect Pool
Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin
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Chapter
7The Referral CycleCall Reluctance Costs You Money!Obtaining the Sales InterviewWireless E-mail
Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin
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The Sales Process Has 10 StepsThe Sales Process Has 10 Steps
The Sales Process
Determine the ObjectivesProspecting
Approach
Preapproach
Presentation
Trial close
Meet objections
Trial close
Close
Follow-up
Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin
7-5
Steps Before the Sales PresentationSteps Before the Sales Presentation
Prospecting appointment planningRule of thumb
20% presentation40% preparation40 % follow-up
Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin
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Prospecting—The Lifeblood of Prospecting—The Lifeblood of SellingSelling
Prospect--qualified personProspecting--identifies potential customerLead--only know nameQualified prospect is MADMoney to buy?
Authority to buy?
Desire to buy?
Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin
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Where to Find ProspectsWhere to Find Prospects
Sources may be varied or fewPersons selling different services and goods
might not use the same sources
Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin
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Planning a Prospecting StrategyPlanning a Prospecting Strategy
Requires a strategyA skill that can be constantly improved
Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin
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Prospecting MethodsProspecting Methods
E-prospecting on the Web
Individuals
Cold canvassing (making unsolicited calls)
Organizations
Endless chain—customer referralOrphaned customersSales lead clubs
Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin
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Prospecting Methods cont…Prospecting Methods cont…
Prospect listsBecome an expert—get publishedPublic exhibitions and demonstrationsCenter of influenceDirect mailTelephone and telemarketingObservationNetworking
Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin
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Prospecting GuidelinesProspecting Guidelines
Three criteriaCustomize
High potential customers
Call back
Referrals used in most prospecting methods
Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin
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The Prospect PoolThe Prospect Pool
LeadsReferrals
Prospect pool
Orphans
Your customers
Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin
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The Referral CycleThe Referral Cycle
Obtaining referrals is a continuous process without beginning or end
Referral cycleThe parallel referral sale
Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin
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The Referral Cycle cont…The Referral Cycle cont…
The secret is to ask correctly during referral cycleThe preapproach contact phaseThe presentation Product delivery contact phaseService and follow-up contact phase
Customer service
Don’t mistreat the referralTracking referrals
Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin
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Call Reluctance Costs You Money!Call Reluctance Costs You Money!
Call reluctance refers to not wanting to contact a prospect or customer
For many salespeople, owning up to call reluctance is the most difficult part of combating it
Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin
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Obtaining the Sales InterviewObtaining the Sales InterviewKey factor in selling process is obtaining a sales interviewThe benefits of appointment making
Telephone appointmentPersonally making the appointment
Believe in yourselfDevelop friends in the prospect’s firmCall at the right time on the right personDo not waste time waiting
Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin
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Summary of Major Selling IssuesSummary of Major Selling Issues
The sales process involves a series of actions beginning with prospecting for customersFind prospects to contactObtain appointmentsPlan the entire sales presentation
Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin
7-18Summary of Major Selling Issues Summary of Major Selling Issues cont…cont…
Popular prospecting methodsCold canvas
Locating centers of influence
Public exhibitions and demonstrations
Endless chain methods
Direct mailoutsTelephone and observation
Salesperson must develop ways of getting to see the prospect