Prospecting and Pre-approach Module Five. Why Buyers Won’t See Salespeople 1.They may ____________ of the salesperson’s firm. 2.They may have _;

Prospecting and Pre-approachProspecting and Pre-approach

Module FiveModule Five

Why Buyers Won’t See SalespeopleWhy Buyers Won’t See Salespeople

1.1. They may __________________ of the salesperson’s They may __________________ of the salesperson’s firm.firm.

2.2. They may have _______; they just bought the product They may have _______; they just bought the product category.category.

3.3. The buyer may have _____________ on other The buyer may have _____________ on other issues.issues.

4.4. Buyers are constantly getting calls from salespeople Buyers are constantly getting calls from salespeople and do not have the time to see them all.and do not have the time to see them all.

5.5. __________ in any organization screen their bosses’ __________ in any organization screen their bosses’ calls and are often curt and even rude.calls and are often curt and even rude.

ProspectingProspecting

The process of __________, ________, and The process of __________, ________, and __________ organizations and individuals __________ organizations and individuals that have the need for and potential to that have the need for and potential to purchase the salesperson’s market offering of purchase the salesperson’s market offering of products and services.products and services.

Qualified Qualified ProspectsProspectsQualified Qualified ProspectsProspects

SalesSalesLeadsLeadsSalesSalesLeadsLeads

Screening Screening Procedures Procedures

for Qualifying for Qualifying LeadsLeads

Prospecting Plans are the Foundation Prospecting Plans are the Foundation for Effective Prospectingfor Effective Prospecting

______________________

Establish daily, Establish daily, weekly and weekly and

monthly quotas for monthly quotas for acquiring new acquiring new

prospectsprospects


______________________

Establish a regular Establish a regular daily schedule for daily schedule for

conducting conducting prospecting prospecting activities.activities.

______________________


______________________

Track your results Track your results from using the from using the

different prospecting different prospecting methods.methods.

______________________

______________________


______________________

What is working for What is working for you? Compare you? Compare

results and use the results and use the methods that work methods that work

best for you.best for you.

______________________

______________________

______________________


Develop confidence Develop confidence by knowing your by knowing your

products and products and believing that you believing that you

offer the best offer the best solutions.solutions.

______________________

______________________

______________________

______________________

______________________

Popular Prospecting Sources & MethodsPopular Prospecting Sources & Methods

External SourcesExternal Sources– ______________________– IntroductionsIntroductions– Community Contacts Community Contacts

(Centers of Influence)(Centers of Influence)– OrganizationsOrganizations– Non-competing Non-competing

SalespeopleSalespeople– Visible AccountsVisible Accounts


Internal SourcesInternal Sources– Company RecordsCompany Records– Lists and DirectoriesLists and Directories– Advertising InquiriesAdvertising Inquiries– Telephone InquiriesTelephone Inquiries– Mail InquiriesMail Inquiries– Internet or World Wide Internet or World Wide

WebWeb


Personal ContactPersonal Contact– ObservationObservation– Cold CanvassingCold Canvassing– ____________________________– Bird Dogs (Spotters)Bird Dogs (Spotters)

Qualified Prospects . . .Qualified Prospects . . .

Can benefit from the _______________Can benefit from the _______________

Have the _________________ to make the purchaseHave the _________________ to make the purchase

Play an important role in the ______________ processPlay an important role in the ______________ process

Are _________ to buy based on a fit within the selling Are _________ to buy based on a fit within the selling strategystrategy

Are reasonably __________________ to consider the Are reasonably __________________ to consider the sales offeringsales offering

Can be added to the customer base at an acceptable Can be added to the customer base at an acceptable level of _____________level of _____________

Importance of Effective ProspectingImportance of Effective Prospecting

OneOneCustomerCustomer

100 100 LeadsLeads

Many LeadsMany Leads

Few QualifiedFew Qualified ProspectsProspects

Many Qualified Many Qualified ProspectsProspects

Few CustomersFew Customers

Suppose it takes 10 Suppose it takes 10 leads to generate leads to generate

one qualified one qualified prospectprospect

And suppose it And suppose it takes 10 qualified takes 10 qualified

prospects to prospects to generate one generate one

customercustomer

It will takeIt will take100 leads100 leads

to generateto generateone customerone customer

Importance of Effective ProspectingImportance of Effective Prospecting

OneOneCustomerCustomer

50 50 LeadsLeads

The better the ____________ method, the The better the ____________ method, the higher the proportion of qualified leads.higher the proportion of qualified leads.

The more accurate the _________ process, The more accurate the _________ process, the higher the proportion of customers per the higher the proportion of customers per qualified lead.qualified lead.

Gathering Precall Information:Gathering Precall Information:The ProspectThe Prospect

The prospect’s name and titleThe prospect’s name and title

__________________________ __________________________ can be gathered by asking the can be gathered by asking the receptionist or secretary or receptionist or secretary or gatekeeper to verify information.gatekeeper to verify information.


Is this prospect willing to take Is this prospect willing to take risks? Are they confident with their risks? Are they confident with their decision making?decision making?

May have to ask ______________May have to ask ______________


Observe ____________________ Observe ____________________ displayed in the office.displayed in the office.

Is the buyer involved in their Is the buyer involved in their community? Do they belong to community? Do they belong to clubs or professional organizations?clubs or professional organizations?


Does the prospect have hobbies Does the prospect have hobbies or interests they are proud of?or interests they are proud of?

Observation of ___________.Observation of ___________.


What is the prospect’s personality What is the prospect’s personality type? Easy going? All business?type? Easy going? All business?

Observation and experience with _____.Observation and experience with _____.


Where did this prospect grow up? Where did this prospect grow up? Where were they educated?Where were they educated?

Look for diplomas. ______.Look for diplomas. ______.

Gathering Precall Information:Gathering Precall Information:The Prospect’s OrganizationThe Prospect’s Organization

What type of business are we What type of business are we dealing with?dealing with?

Can be gathered from a directory Can be gathered from a directory and _________________.and _________________.


To what market does the company sell?To what market does the company sell?Who are its primary competitors?Who are its primary competitors?What does the company make and sell?What does the company make and sell?

Annual _______ and company _______.Annual _______ and company _______.


Salesperson may have to _______ Salesperson may have to _______ for this information.for this information.

Who and how many vendors does the prospect presently buy from?How much and how long have they been purchasing from their supplier(s)?What challenges is the organization facing?

Documents

Prospecting and Pre-approach Module Five. Why Buyers Won’t See Salespeople 1.They may __________________ of the salesperson’s firm. 2.They may have _______;

Prospecting and Pre-approach Module Five. Why Buyers Won’t See Salespeople 1.They may ____________ of the salesperson’s firm. 2.They may have _;