Prospecting Overview

1
Prospecting Overview

• Sales Process
• Steps before Sales Presentation
• Prospecting
• Prospect Pool
• The Referral Cycle
• Call Reluctance (FEAR)
• Getting the Sales Interview
• Keep Contacting

2
The Sales Process

• Prospecting
• Preapproach
• Approach
• Presentation
• Trial Close

• Get Objections
• Meet Objections
• Trial Close
• Close
• Follow-up

Show Me the Money
3
Steps Before Sales Presentation

• Prospecting
• Obtain an Appointment
• Preapproach Planning
• Approach
• 40 is Preparation

4
Prospecting

• Public Exhibits
• Center of Influence
• Direct Mail
• Telemarketing
• Observation
• Networking
• Internet

• Cold Canvassing
• Customer Referral
• Orphaned Customers
• Sales Leads Club
• Prospects Lists
• Publish Articles

5
Prospecting Guidelines

• Customize your Prospecting Method
• Focus on High Potential Customers
• Always Call Back on prospects who did not buy!

6
The Prospect Pool

• Leads - little information
• Referrals - only info with referral
• Orphans - some information
• Your Customers - best prospects

7
The Referral Cycle - When to Ask for Referrals

• Preapproach - rarely
• The Sales Presentation - good opportunity
• Product Delivery - Always Ask!
• Service Follow-up - Always Ask!
• Dont Mistreat the Referral
• Track Referrals

8
Call Reluctance

• Yielder
• Over-preparer
• Emotionally Stuck
• Separationist
• Hyper-pro
• Role Rejector

• Socially Self-conscious
• Doomsayer
• Telephobic
• Stage Fright
• Referral Aversions
• Uncoachable

Fear !
9
Conquering FEAR !

• Admit fear to self
• Identify type of fear
• Observe fears when they occur
• Face the Fear
• Continue sales calls
• Perserver

10
Getting Sales Interview

• Telephone
• Plan
• Be Brief
• Persist
• In Person
• Believe in yourself
• Develop friends in prospects office
• Call on Right person
• Call at right Time

11
Maintaining Contact

• In person
• Telephone
• E-mail
• Letter
• Occasion cards
• News articles of interest

12
Prospecting Success

• Schedule Prospecting each day
• Make as many calls as possible
• Make your calls brief
• Be prepared with a list of names
• Work without interruption
• Call during off-peak hours
• Vary your call times
• Be organized keep records
• Set goals dont stop