The Prospect’s Mental Steps If the prospect is satisfied, plan the most suitable method of asking the prospect to make a purchase. If you as the salesperson have engaged effectively in all your preceding steps, closing the sales would be very easy. Step 5 Action by Purchase Prospects may desire a product, but they still need to be convinced that your product is most suitable for their needs. At this stage the salesperson develop a strong belief that the product is best suited to the prospect’s specific needs. Conviction arises when there are no doubts about the product. Step 4 Conviction Desire begins to develop based on information and evaluation of product features, advantages and benefits. This is due to forming positive attitudes that the product may fulfil needs or solve problems. Positive attitudes brought about by knowledge obtained through presentation. Step 3 Desire First determine the prospect’s important buying motives. This can help in capturing interest. You may have to do this well in advance or prior to your presentation by asking questions. The prospect’s interest will grow if they listen and enter into discussion with the salesperson. Step 2 Interest
Try at all times to capture and maintain the prospect’s attention. At times this may be difficult if the prospect faces :
Lack of sufficient time
Lack of awareness or interest
Carefully plan what you have to say and how to say. Move quickly to step 2 to sustain the prospect’s interest.
Step 1 Attention THE PROSPECT”S MENTAL STEPS
Sourcing for Prospects Internet & World Wide Web Visible Accounts Sales Seminar Commercial lead lists Non competing Salespeople Spotters Telephone inquiries Organisation Trade shows Advertising inquiries Canters of Influence Cold Canvassing Lists and Directories Introduction Observation Company Records Referral Personal Contact Sources Internal sources External sources
Web is a popular source of information to attract potential customers.
Web is a collection of information about the company, which includes company profile, product details, prices and how to order or contact the salesperson if there is an interest on the part of the prospect.
SP is actually series of sequential (one after another) activities designed to: identify , qualify and prioritize organization and individuals that have the need and potential to purchase’s market offering of products and services
This prospecting process helps to determine whether the buyer has the potential to buy the organization’s products or services.
A lead is simply a potential candidate that may or may not prove to be a potential (valid) prospect.
The potential or value of the buyer candidate is determined through a process called qualifying a lead.
In the next stage of the prospecting process, the salesperson searches out collects and analyses information gathered to determine the viability of the lead- “ Does the lead has the capability to make a purchasing decision?”
Only those leads that pass these initial screening decisions are true prospects.
Prospecting is an important element in the selling process.
Prospecting has to be done on a regular basis.
Customers may lose interest due to:
Changes in Market conditions.
There is inadequate demand for the product by local customers, but far too many sellers.
Demand is there but too much competition between sellers seeking a handful of buyers.
Prospecting Plan(1) The Strategic Prospecting Plan sets goals, allocates specific times to be used to prospecting , and continuously evaluate results in order to maximize the effectiveness of prospecting time and effort
The degree of assistance and courtesy granted those who patronize the organization.
Refers to the identifiable, but sometimes intangible, activities undertaken by a retailer in conjunction with the basic goods and services it sells.
a primary activity associated with after-sale support to enhance or to maintain the value of the product or service.
Customer service is the set of behaviors that a business undertakes during its interaction with its customers. It can also refer to a specific person or desk which is set up to provide general assistance to customers.
The sales interview is a specific type of convincing interview where the interviewer gets and conducts interviews with one or more "clients" to gather evidence to use when making persuasive sales attempts.
Sales interviews are conducted in a variety of business including retail sales, insurance, motor vehicle, and any other situation where a salesperson interacts with customers or client.