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Jaisiimman Sam
Jaisiimman Sam

The document discusses various aspects of prospecting, including defining prospects and leads, determining prospect qualification using the MAD criteria, the prospect's mental steps in the buying process, sources for finding prospects both externally and internally, developing a strategic prospecting plan, overcoming call reluctance, conducting sales interviews and appointments, and providing ongoing customer service and follow up to obtain referrals.

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Prospecting Chapter 7
Prospecting ,[object Object],[object Object],[object Object],[object Object]
Prospecting ,[object Object],[object Object],[object Object]
Prospecting ,[object Object],[object Object],[object Object],[object Object],[object Object]
Prospecting - MAD ,[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],Prospecting –Prospect Mental Steps
Prospecting – The Prospect’s Mental Steps ,[object Object]
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 ,[object Object],[object Object],[object Object],[object Object],[object Object],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
External Sources (1) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
External Sources (2) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
External Sources (3) ,[object Object],[object Object],[object Object],[object Object]
External Sources (4) ,[object Object],[object Object],[object Object]
Internal Sources (1) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Internal Sources (2) ,[object Object],[object Object]
Internal Sources (3) ,[object Object],[object Object],[object Object],[object Object],[object Object]
Internal Sources (4) ,[object Object],[object Object],[object Object],[object Object]
Internal Sources (5) ,[object Object],[object Object],[object Object]
Internal Sources (6) ,[object Object],[object Object]
Internal Sources (7) ,[object Object],[object Object]
Internal Sources (8) ,[object Object],[object Object],[object Object]
Personal Contract Sources ,[object Object],[object Object]
Personal Contact Sources (2) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Personal Contact Sources (3) ,[object Object],[object Object],[object Object],[object Object],[object Object]
Personal Contact Sources (3) ,[object Object],[object Object],[object Object],[object Object]
Personal Contact Sources (4) ,[object Object],[object Object],[object Object],[object Object]
Strategic Prospecting ,[object Object],[object Object],[object Object],[object Object],[object Object]
Strategic Prospecting(1) ,[object Object],[object Object]
Strategic Prospecting(2) ,[object Object],[object Object],[object Object],[object Object],[object Object]
Strategic Prospecting (3) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
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
Prospecting Plan(2) ,[object Object],[object Object],[object Object],[object Object],[object Object],Screenshot of Online CRM Page
Prospecting Plan(3) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Personal Qualities of Salespeople ,[object Object],[object Object],[object Object],[object Object]
Prospecting Guidelines ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Using Referral in Prospecting Method. ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
The Prospect Pool(1) Component of the prospect pool
The Prospect Pool(2) ,[object Object],[object Object],[object Object],[object Object],[object Object]
The Referral Cycle(1)
The Referral Cycle(2) ,[object Object],[object Object],[object Object],[object Object],[object Object]
The Referral Cycle(3) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
The Preapproach ,[object Object],[object Object],[object Object],[object Object],[object Object]
Sales Presentation(1) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Sales Presentation(2) ,[object Object],[object Object],[object Object],[object Object],Salesperson making the presentation to the prospect
Product Delivery ,[object Object],Real Estate Agent handing over property to the customer Car Salesman handing over the car to the customer Happy closing of a sale
Service and Follow Up(1) ,[object Object],[object Object],[object Object],[object Object],[object Object]
Service and Follow Up(2) ,[object Object],[object Object],[object Object]
Service and Follow Up(3) ,[object Object],[object Object],[object Object],[object Object]
Service and Follow Up(4) ,[object Object],[object Object],[object Object]
The Reluctance Cost(1) ,[object Object],[object Object]
Call Reluctance (2) ,[object Object],[object Object],[object Object],[object Object]
Sales Interview (1) ,[object Object],[object Object],[object Object]
Sales Interview (2) ,[object Object],[object Object],[object Object],[object Object]
Sales Appointment ,[object Object],[object Object],[object Object],[object Object],[object Object]
Telephone Appointment ,[object Object],[object Object],[object Object],[object Object],[object Object]
Telephone tactics to get an appointment ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Making an appointment in person ,[object Object],[object Object],[object Object],[object Object],[object Object]
Steps taken by salesperson to overcome the filtration system ,[object Object],[object Object],[object Object],[object Object],[object Object]

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Sm 7

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  • 9. 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
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  • 31. 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
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  • 37. The Prospect Pool(1) Component of the prospect pool
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