Chapter
                                                                                      6
    Prospecting—The Lifebl...
Exhibit 6-1: The Selling Process Has
                10 Important Steps
                            1. Prospecting
The sal...
Steps Before the Sales Presentation
 Prospecting > appointment > planning
 Rule of thumb:
   
   
   




 6-3
Exhibit 6-2: Before the Sales Presentation




6-4
Prospecting–The Lifeblood of Selling
 Prospect –
 Prospecting –
 Lead –




 6-5
A qualified prospect is MAD
 He or she has:
   M
   A
   D




 6-6
The Prospector Has the Most Challenging
              Sales Career
 This is who:
   
   
   
   




 6-7
Some Prospect, Some Do Not
 Many salespeople prospect, both those selling
  business-to-business and those selling to
  c...
Some Prospect, Some Do Not, cont…
 Many organizations do not prospect.





* products and associated images used for il...
Compensation for the Salesperson that
           Prospects is Often:
 Based upon 100% commission – if you do not
  sell, ...
Compensation for the Salesperson that
        Does Not Prospect is Often:
 Based upon mostly salary with a small bonus
  ...
Where to Find Prospects
 Sources may be varied or few.





 6-12
Planning a Prospecting Strategy

 It is a skill that can be constantly improved




 6-13
Prospecting Methods
 E-prospecting on the Web
   
   
 Cold canvassing
 Endless chain –
 Orphaned customers



 6-14
Prospecting Methods, cont…
 Prospect lists, Business Publications
 Public exhibitions and demonstrations
 Center of inf...
Prospecting Guidelines
 Three criteria are:
    1.
    2.
    3.
 Always keep knocking on prospects’ and
  customers’ do...
Referrals Are Used in Most Prospecting
                   Methods
 Eight of the twelve popular prospecting
  methods dire...
The Referral Cycle
 Obtaining referrals is a continuous process
  without beginning or end.
 Referral cycle –
 The para...
The Referral Cycle, cont…
 The secret is to ask correctly during referral
  cycle:
   
   
   
    Service and follow...
Don’t Mistreat the Referral
 Mistreatment can have a ripple effect.





 6-20
Call Reluctance Costs You Money!
 Call reluctance refers to not wanting to
  contact a prospect or customer.
 For many s...
Obtaining the Sales Interview
 The key factor in selling process is obtaining a
  sales interview.
 The benefits of appo...
Summary of Major Selling Issues
 The sales process involves a series of actions
  beginning with prospecting for customer...
Summary of Major Selling Issues, cont…

 Popular prospecting methods:
    Cold canvas
    Endless chain methods
    Pu...
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Chapter 6

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Chapter 6

  1. 1. Chapter 6 Prospecting—The Lifeblood of Selling McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill Companies, Inc. All rights reserved.
  2. 2. Exhibit 6-1: The Selling Process Has 10 Important Steps 1. Prospecting The sales process 2. Pre-approach/planning is a sequential 3. Approach series of actions 4. Presentation 5. Trial close 6. Determine objections 7. Meet objections 8. Trial close 9. Close 10. Follow-up 6-2
  3. 3. Steps Before the Sales Presentation  Prospecting > appointment > planning  Rule of thumb:    6-3
  4. 4. Exhibit 6-2: Before the Sales Presentation 6-4
  5. 5. Prospecting–The Lifeblood of Selling  Prospect –  Prospecting –  Lead – 6-5
  6. 6. A qualified prospect is MAD  He or she has: M A D 6-6
  7. 7. The Prospector Has the Most Challenging Sales Career  This is who:     6-7
  8. 8. Some Prospect, Some Do Not  Many salespeople prospect, both those selling business-to-business and those selling to consumers.  Examples are:   6-8
  9. 9. Some Prospect, Some Do Not, cont…  Many organizations do not prospect.  * products and associated images used for illustrative purposes only 6-9
  10. 10. Compensation for the Salesperson that Prospects is Often:  Based upon 100% commission – if you do not sell, you do not earn. 6-10
  11. 11. Compensation for the Salesperson that Does Not Prospect is Often:  Based upon mostly salary with a small bonus and expenses such as car and office supplies paid  If you do not sell you still get paid…but not for very long. 6-11
  12. 12. Where to Find Prospects  Sources may be varied or few.  6-12
  13. 13. Planning a Prospecting Strategy   It is a skill that can be constantly improved 6-13
  14. 14. Prospecting Methods  E-prospecting on the Web    Cold canvassing  Endless chain –  Orphaned customers 6-14
  15. 15. Prospecting Methods, cont…  Prospect lists, Business Publications  Public exhibitions and demonstrations  Center of influence  Direct mail  Telephone and telemarketing  Observation  Networking 6-15
  16. 16. Prospecting Guidelines  Three criteria are: 1. 2. 3.  Always keep knocking on prospects’ and customers’ doors to help them. 6-16
  17. 17. Referrals Are Used in Most Prospecting Methods  Eight of the twelve popular prospecting methods directly ask for referrals.  Referrals can be directly used in:        6-17
  18. 18. The Referral Cycle  Obtaining referrals is a continuous process without beginning or end.  Referral cycle –  The parallel referral sale:   6-18
  19. 19. The Referral Cycle, cont…  The secret is to ask correctly during referral cycle:     Service and follow-up contact phase: Customer service 6-19
  20. 20. Don’t Mistreat the Referral  Mistreatment can have a ripple effect.  6-20
  21. 21. 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 6-21
  22. 22. Obtaining the Sales Interview  The key factor in selling process is obtaining a sales interview.  The benefits of appointment making:  Telephone appointment  Personally making the appointment     6-22
  23. 23. Summary of Major Selling Issues  The sales process involves a series of actions beginning with prospecting for customers:  Find prospects to contact  Obtain appointments  Plan the entire sales presentation 6-23
  24. 24. Summary of Major Selling Issues, cont…  Popular prospecting methods:  Cold canvas  Endless chain methods  Public exhibitions and demonstrations  Locating centers of influence  Direct mail  Telephone and observation  Salesperson must develop ways of getting to see the prospect. 6-24

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