L8_Prospecting-WEB

L8_Prospecting-WEB - L8: PROSPECTING Today's Agenda 8 8 8 8...

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L8: PROSPECTING
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Today’s Agenda 8 8 8 8 8 L8 Prospecting 2
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L8 Prospecting Unit Objectives 8 To explain the need for prospecting L To define and use the name criteria L To illustrate your mastery of understanding regarding the sources and types of prospecting 3
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L8 Prospecting 4 7 STEPS IN THE SELLING PROCESS 1. Prospecting and qualifying 2. Planning 3. Opening 4. Presentation and/or demonstration 5. Handling Objections 6. Confirming or Closing the sale 7. Follow Up or the Raving Fan Concept Glenngarry-Glen Ross
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L8 Prospecting 5 PROSPECTING 8 Why is this important? L Customers L Customers L Customers L Customers L Customers L Customers L Customers L Salespeople Switch Fail Die Move Are taken over Promoted/fired May only buy 1-time Need to increase sales
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Prospecting 6 PROSPECTING (cont’d) 8 Customers L Salespeople L A qualified lead is anyone that suggests a potential or L A lead becomes a if the NAME criteria is satisfied. May only buy 1-time
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This note was uploaded on 09/23/2009 for the course AEB 3341 taught by Professor Wysocki during the Spring '04 term at University of Florida.

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L8_Prospecting-WEB - L8: PROSPECTING Today's Agenda 8 8 8 8...

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