Using Information in Prospecting and Sales Call Planning <ul><li>5 </li></ul>
 
Learning Objectives <ul><li>Understand the concept of CRM and how database-driven systems for customer management benefit ...
Learning Objectives <ul><li>List various sources of prospects </li></ul><ul><li>Prepare a prospecting plan </li></ul><ul><...
<ul><li>Customer retention </li></ul><ul><li>Customer acquisition </li></ul><ul><li>Customer profitability </li></ul>Three...
<ul><li>Helps sellers target specific customers </li></ul><ul><li>Helps sellers compete based on  service </li></ul><ul><l...
Process Cycle for CRM 5.1 Source: Ronald S. Swift,  Accelerating Customer Relationships: Using CRM and Relationship Techno...
<ul><li>Does the potential prospect appear to have a need for your product or service? </li></ul><ul><li>Can the potential...
<ul><li>Can you effectively contact and carry on communication/correspondence with the potential prospect? </li></ul><ul><...
From Leads to Customers 5.2
<ul><li>A customer goes out of business </li></ul><ul><li>Your contacts in a client firm leave </li></ul><ul><li>Your firm...
Sources of Prospects 5.3
Steps in a Prospecting Plan <ul><li>Set specific, measurable, attainable goals </li></ul><ul><li>Study and practice variou...
Overcoming Call Reluctance <ul><li>Sales managers can help salespeople by:  </li></ul><ul><ul><li>Using role plays and exe...
Elements of the Preapproach <ul><li>Establish goals for the initial sales call </li></ul><ul><li>Learn all you can about t...
Sample First Sales Call Goals <ul><li>To have the prospect: </li></ul><ul><ul><li>Agree to a demonstration of your product...
Sample Items to Research Before the Sales Call 5.5
Presentation Planning Items <ul><li>How much technology should I employ, and what types? </li></ul><ul><li>How formal shou...
Tips for a Professional Image <ul><li>Dress in business casual if the client suggests it </li></ul><ul><li>When in doubt, ...
Dress to Achieve <ul><li>Visit  Syms Dress to Achieve  website </li></ul><ul><li>Visit the “Basics”, “Men” and “Women” sec...
Role Play
 
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Using information-in-prospecting-and-sales-call-planning2658

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  • Thanks for sharing. Outbound prospecting is so important for a more predictable sales process. We're currently using a sales prospecting tool called www.found.ly which grabs us the professional email address of our prospects in real-time, and also allows us to reach out to them using the internally built email automation tool. I'd be interested to hear if anyone else uses this system to get your feedback to compare?
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Using information-in-prospecting-and-sales-call-planning2658

  1. 2. Using Information in Prospecting and Sales Call Planning <ul><li>5 </li></ul>
  2. 4. Learning Objectives <ul><li>Understand the concept of CRM and how database-driven systems for customer management benefit salespeople and the selling effort of a firm </li></ul><ul><li>Describe how to qualify a lead as a prospect </li></ul><ul><li>Explain why prospecting is important to long-term success in relationship selling </li></ul>
  3. 5. Learning Objectives <ul><li>List various sources of prospects </li></ul><ul><li>Prepare a prospecting plan </li></ul><ul><li>Explain call reluctance and point out ways to overcome it </li></ul><ul><li>Describe elements of the preapproach and why planning activities are important to sales call success </li></ul>
  4. 6. <ul><li>Customer retention </li></ul><ul><li>Customer acquisition </li></ul><ul><li>Customer profitability </li></ul>Three Major Objectives of CRM
  5. 7. <ul><li>Helps sellers target specific customers </li></ul><ul><li>Helps sellers compete based on service </li></ul><ul><li>Helps sellers invest in customers appropriately </li></ul><ul><li>Helps make the most of each contact with the customer </li></ul>How CRM Enhances Relationship Selling
  6. 8. Process Cycle for CRM 5.1 Source: Ronald S. Swift, Accelerating Customer Relationships: Using CRM and Relationship Technologies. Upper Saddle River, NJ: Prentice Hall PTR, 2001, p. 40.
  7. 9. <ul><li>Does the potential prospect appear to have a need for your product or service? </li></ul><ul><li>Can the potential prospect derive added value from your product in ways that you can deliver? </li></ul>Qualifying the Prospect – Five Key Questions
  8. 10. <ul><li>Can you effectively contact and carry on communication/correspondence with the potential prospect? </li></ul><ul><li>Does the potential prospect have the means and authority to make the purchase? </li></ul><ul><li>Does the potential prospect have the financial capability to make the purchase? </li></ul>Qualifying the Prospect – Five Key Questions
  9. 11. From Leads to Customers 5.2
  10. 12. <ul><li>A customer goes out of business </li></ul><ul><li>Your contacts in a client firm leave </li></ul><ul><li>Your firm needs to increase revenues </li></ul><ul><li>A customer moves to a location outside your sales territory </li></ul>Prospecting is a Priority When…
  11. 13. Sources of Prospects 5.3
  12. 14. Steps in a Prospecting Plan <ul><li>Set specific, measurable, attainable goals </li></ul><ul><li>Study and practice various methods </li></ul><ul><li>Keep good records </li></ul><ul><li>Be prompt in follow-up </li></ul><ul><li>Pay attention to results of your efforts </li></ul>
  13. 15. Overcoming Call Reluctance <ul><li>Sales managers can help salespeople by: </li></ul><ul><ul><li>Using role plays and exemplar videos </li></ul></ul><ul><ul><li>Prospecting with salespeople </li></ul></ul><ul><ul><li>Setting realistic goals </li></ul></ul><ul><ul><li>Training salespeople to view prospecting as a numbers game </li></ul></ul><ul><ul><li>Supporting salespeople in targeting long-term clients </li></ul></ul>
  14. 16. Elements of the Preapproach <ul><li>Establish goals for the initial sales call </li></ul><ul><li>Learn all you can about the prospect </li></ul><ul><li>Plan to portray the right image </li></ul><ul><li>Prepare the presentation </li></ul><ul><li>Determine the approach </li></ul>
  15. 17. Sample First Sales Call Goals <ul><li>To have the prospect: </li></ul><ul><ul><li>Agree to a demonstration of your product </li></ul></ul><ul><ul><li>Agree to contact your references </li></ul></ul><ul><ul><li>Initiate the process to set your company up as a vendor </li></ul></ul><ul><ul><li>Set up another appointment with you </li></ul></ul>
  16. 18. Sample Items to Research Before the Sales Call 5.5
  17. 19. Presentation Planning Items <ul><li>How much technology should I employ, and what types? </li></ul><ul><li>How formal should the presentation be? </li></ul><ul><li>How long should it be? How long for Q&A? </li></ul><ul><li>What materials should I send the prospect in advance and what should I bring with me? </li></ul>
  18. 20. Tips for a Professional Image <ul><li>Dress in business casual if the client suggests it </li></ul><ul><li>When in doubt, dress up to business attire </li></ul><ul><li>Ask the prospect about the dress code during the preapproach </li></ul><ul><li>Never dress down below the client’s level of attire. </li></ul>
  19. 21. Dress to Achieve <ul><li>Visit Syms Dress to Achieve website </li></ul><ul><li>Visit the “Basics”, “Men” and “Women” sections for general business dress guidelines </li></ul><ul><li>Visit the “Occupational Wardrobe” section to see specific sales dress information </li></ul>
  20. 22. Role Play

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