3391 prospecting net

Information about 3391 prospecting net

Published on December 14, 2007

Author: Jancis

Source: authorstream.com

Content

Slide1:  Prospecting The Personal Selling Process:  The Personal Selling Process Prospecting And Qualifying Planning The Approach Sales Presentation Negotiating Objections Confirming & Closing Follow Up & Servicing the Account 1 5 6 4 3 2 7 What is prospecting?:  What is prospecting? PROSPECT - A potential customer that meets the qualification criteria established by your company. PROSPECTING - Identifying potential customers. Why is prospecting important?:  Why is prospecting important? Attrition due to: Customers lost to competitors Customers move out of the territory Customers die or go out of business Need ceases Not a repeat business situation Mergers & acquisitions For growth How do you prospect?:  How do you prospect? Obtain leads People who could seemingly benefit from your product or service Name, phone number and address Qualify them Do they meet your qualifying criteria? Slide6:  Lead Qualify Prospect Sell Customer Build relationship Partner The Process from Lead to Partner Characteristics of a good prospect:  Characteristics of a good prospect Authority to buy “Whose approval is needed for the purchase?” “Who exerts influence?” Need or want Approachability Money to buy Eligible to buy Sources for Obtaining Leads:  Sources for Obtaining Leads Satisfied customers Endless chain Center of influence Networking Promotional activities Advertising, contests, free giveaways Lists & directories Effort v. Non-effort Sources for Obtaining Leads:  Sources for Obtaining Leads Canvassing Spotters Bartenders, hairstylists, cab drivers, doormen Telemarketing Sales letters Observation Press Public records Keys to successful prospecting:  Keys to successful prospecting Classify prospects Customer type, geography, size, potential Have a prospecting plan maintain prospecting records What info should you keep? establish quotas evaluate performance Try new methods Follow through

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