The document discusses how to make prospecting less painful for salespeople. It suggests setting realistic expectations and adjusting attitudes towards prospecting. Salespeople should prepare by researching prospects and creating tools like scripts and templates. Effective cold calls introduce the salesperson, present benefits, ask questions, and schedule future discussions. Handling objections properly and being prepared can help overcome reluctance to prospecting.

1. Painless Prospecting
Craig James
Sales Solutions
May 13th, 2008
Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.biz

2. Agenda
How to use this medium
Introductions
Content
Closing Q&A
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3. What is prospecting?
First contact
You are unknown to the prospect
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4. How does the mere thought of
prospecting make us feel?
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5. Why is prospecting painful?
It's a low return-on-time activity
We often get ignored
We meet with lots of resistance
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6. Why makes cold calling unappealing?
We expect the worst
“I’m not interested”
“I’m busy” (You’re interrupting me)
“We’re happy with our current
provider”
“I hate telemarketers”
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7. What makes cold calls “cold”
No relationship
No rapport
No trust
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8. Why else?
We don’t know what to say
when we hear these objections
to the gatekeepers
when we get voice mail
when we actually get someone
who’s willing to listen!
Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.biz

9. How can we make
prospecting less painful?
Set realistic expectations
Adjust our attitudes
Prepare ourselves
Use tools
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10. Expectations and attitude
Expectations
You will get more nos than yesses
The best baseball players make
out twice as often as they get a hit!
Attitude
Apprehension - it’s normal!
“I am not a telemarketer!”
Don’t take nos personally
Rejoice at the yesses!
Worse thing that could happen?
Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.biz

11. Preparation and Tools
Learn about your prospects
Create and use tools
Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.biz

12. Research
Research your prospects. Learn
about
Their business
Their challenges
Their management
Their competitors
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13. Create and Use Tools
Know the benefits you offer
Create a script and practice it
Know the most common objections
and your responses
Develop qualifying questions
Consider making a pre-call contact
(letter, email)
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14. Tools
Scripts
E-mail Templates
Letter Templates
List of benefits and features
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15. Comparing the tools
Cold calling
E-mail
Letter
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16. Eventually you have to call!
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17. What is the goal of an
initial call?
It is not to close a sale
It is to
establish a relationship
by building rapport and trust
stimulate interest and desire
by conveying benefits
determine if prospect is qualified
by asking questions
schedule a meeting or next call
Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.biz

18. Elements of an effective
cold call
State who you are, the company you
represent, and what you do
Ask a question
Present a concise benefit statement
Ask a “what do you think” question
Ask a short series of discovery and
qualifying questions
Schedule a meeting or second
discussion
Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.biz

19. How to handle resistance
I’m not interested”
“I’m busy” (You’re interrupting me)
“We’re happy with our current
provider”
“I hate telemarketers”
“I don’t believe you”
Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.biz

20. Summary
Prospecting doesn’t have to be
painful
it doesn’t even have to be cold!
The best way to overcome prospecting
reluctance is to be prepared
Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.biz

21. Closing Q & A
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22. Sales Solutions
Service Offerings
Skill Enhancement/Sales Process
Improvement
One-on-One Sales Coaching
Customized Sales Consulting
Strategic and Tactical Advisory
for live deals
Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.biz

23. Painless Prospecting
Craig James
Sales Solutions
877-862-8631
info@sales-solutions.biz
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