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Prospecting tutorial on how to improve your prospecting skills and better engage with prospects.
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ProspectingDeveloping your pipeline and sales process
Tuesday, 10 September 13
The modern hunter
As a sales professional you are the modern day hunter, the breadwinner of the tribe and a vital part of the business eco system.
An African tour guide made an observation about how capitalism has changed the evolutionary rules in the western world....From ‘survival of the fittest’ to ‘survival of
the richest.’ .
Tuesday, 10 September 13
Ideas and beliefs are the new strand to
the evolutionary story.
The way we sell and prospect is at the coalface of this rapid change.
Tuesday, 10 September 13
Tuesday, 10 September 13
4 sides of the squareImmerse - To reach great heights one must have strong roots. To sell to a prospect you must think like your prospect.
Focus - Red Indians used to perform ceremonial rituals to give their hunters special abilities, such as vision like a vulture and the power of a panther. Of course they did not really posses those powers, but in a trance like state they believed they did and thus their own focus would be infinitely more sharp. The ability to block out distracting thoughts and ideas and focus on a goal is one of the key attributes of a successful hunter.
Bravery - A warrior or great hunter does not go into a forest looking for food, whilst full of fear. Fear in a sales environment prevents focus. Fear is the enemy of the prospector.
Action - Strike while the iron is hot - Prospects are like food in your fridge, they perish. You need to be contacting prospects early, often and if the enquiry is inbound then immediately. There are other examples of this saying, such as ‘the early bird catches the worm’. They all mean the same thing, be first and be quick.
Tuesday, 10 September 13
Louis Pasteur, "luck favours the prepared mind"
Tuesday, 10 September 13
Preparation
Read at least one article or column a day that is useful to your job
Plan tomorrow at 5pm today
Tuesday, 10 September 13
Stop selling and start educating
1. Become an expert in the area you have immersed yourself in
2. Be an educator (use step 1 in the previous slide to post links to articles you have read to your clients or social media connections.
3. Use more marketing channels (Print/email/social/call/PR/referral/networking/tradeshows)
4. Create a 'dream 100' list and market to those people on a weekly basis
Tuesday, 10 September 13
Tuesday, 10 September 13
Tuesday, 10 September 13