Chapter 6

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Chapter 6

  1. 1. Prospecting Overview <ul><li>Sales Process </li></ul><ul><li>Steps before Sales Presentation </li></ul><ul><li>Prospecting </li></ul><ul><li>Prospect Pool </li></ul><ul><li>The Referral Cycle </li></ul><ul><li>Call Reluctance (FEAR) </li></ul><ul><li>Getting the Sales Interview </li></ul><ul><li>Keep Contacting </li></ul>
  2. 2. The Sales Process <ul><li>Prospecting </li></ul><ul><li>Preapproach </li></ul><ul><li>Approach </li></ul><ul><li>Presentation </li></ul><ul><li>Trial Close </li></ul><ul><li>Get Objections </li></ul><ul><li>Meet Objections </li></ul><ul><li>Trial Close </li></ul><ul><li>Close </li></ul><ul><li>Follow-up </li></ul>Show Me the Money
  3. 3. Steps Before Sales Presentation <ul><li>Prospecting </li></ul><ul><li>Obtain an Appointment </li></ul><ul><li>Preapproach Planning </li></ul><ul><li>Approach </li></ul><ul><li>40% is Preparation </li></ul>
  4. 4. Prospecting <ul><li>Cold Canvassing </li></ul><ul><li>Customer Referral </li></ul><ul><li>Orphaned Customers </li></ul><ul><li>Sales Leads Club </li></ul><ul><li>Prospects Lists </li></ul><ul><li>Publish Articles </li></ul><ul><li>Public Exhibits </li></ul><ul><li>Center of Influence </li></ul><ul><li>Direct Mail </li></ul><ul><li>Telemarketing </li></ul><ul><li>Observation </li></ul><ul><li>Networking </li></ul><ul><li>Internet </li></ul>
  5. 5. Prospecting Guidelines <ul><li>Customize your Prospecting Method </li></ul><ul><li>Focus on High Potential Customers </li></ul><ul><li>Always Call Back on prospects who did not buy! </li></ul>
  6. 6. The Prospect Pool <ul><li>Leads - little information </li></ul><ul><li>Referrals - only info with referral </li></ul><ul><li>Orphans - some information </li></ul><ul><li>Your Customers - best prospects </li></ul>
  7. 7. The Referral Cycle - When to Ask for Referrals <ul><li>Preapproach - rarely </li></ul><ul><li>The Sales Presentation - good opportunity </li></ul><ul><li>Product Delivery - Always Ask! </li></ul><ul><li>Service & Follow-up - Always Ask! </li></ul><ul><li>Don’t Mistreat the Referral </li></ul><ul><li>Track Referrals </li></ul>
  8. 8. Call Reluctance <ul><li>Yielder </li></ul><ul><li>Over-preparer </li></ul><ul><li>Emotionally Stuck </li></ul><ul><li>Separationist </li></ul><ul><li>Hyper-pro </li></ul><ul><li>Role Rejector </li></ul><ul><li>Socially Self-conscious </li></ul><ul><li>Doomsayer </li></ul><ul><li>Telephobic </li></ul><ul><li>Stage Fright </li></ul><ul><li>Referral Aversions </li></ul><ul><li>Uncoachable </li></ul>Fear !
  9. 9. Conquering FEAR ! <ul><li>Admit fear to self </li></ul><ul><li>Identify type of fear </li></ul><ul><li>Observe fears when they occur </li></ul><ul><li>Face the Fear </li></ul><ul><li>Continue sales calls </li></ul><ul><li>Perserver </li></ul>
  10. 10. Getting Sales Interview <ul><li>Telephone </li></ul><ul><ul><li>Plan </li></ul></ul><ul><ul><li>Be Brief </li></ul></ul><ul><ul><li>Persist </li></ul></ul><ul><li>In Person </li></ul><ul><ul><li>Believe in yourself </li></ul></ul><ul><ul><li>Develop friends in prospect’s office </li></ul></ul><ul><ul><li>Call on Right person </li></ul></ul><ul><ul><li>Call at right Time </li></ul></ul>
  11. 11. Maintaining Contact <ul><li>In person </li></ul><ul><li>Telephone </li></ul><ul><li>E-mail </li></ul><ul><li>Letter </li></ul><ul><li>Occasion cards </li></ul><ul><li>News articles of interest </li></ul>
  12. 12. Prospecting Success <ul><li>Schedule Prospecting each day </li></ul><ul><li>Make as many calls as possible </li></ul><ul><li>Make your calls brief </li></ul><ul><li>Be prepared with a list of names </li></ul><ul><li>Work without interruption </li></ul><ul><li>Call during off-peak hours </li></ul><ul><li>Vary your call times </li></ul><ul><li>Be organized; keep records </li></ul><ul><li>Set goals & don’t stop </li></ul>

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