Painless Prospecting

Painless Prospecting

Craig James
Sales Solutions

May 13th, 2008

Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.biz

Agenda

How to use this medium
Introductions
Content
Closing Q&A


What is prospecting?

First contact

You are unknown to the prospect


How does the mere thought of
prospecting make us feel?


Why is prospecting painful?

It's a low return-on-time activity

We often get ignored

We meet with lots of resistance


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”


What makes cold calls “cold”
No relationship

No rapport

No trust


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!


How can we make
prospecting less painful?
Set realistic expectations

Adjust our attitudes

Prepare ourselves

Use tools


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?

Preparation and Tools
Learn about your prospects

Create and use tools


Research
Research your prospects. Learn
about
Their business
Their challenges
Their management
Their competitors


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)


Tools
Scripts

E-mail Templates

Letter Templates

List of benefits and features


Comparing the tools
Cold calling

E-mail

Letter


Eventually you have to call!


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

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


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”


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


Closing Q & A


Sales Solutions
Service Offerings
Skill Enhancement/Sales Process
Improvement
One-on-One Sales Coaching
Customized Sales Consulting
Strategic and Tactical Advisory
for live deals


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

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Editor's Notes