Lecture_8_and_9_Prospecting_and__Prepari[1]

Lecture_8_and_9_Prospecting_and__Prepari[1] - Prospecting...

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Prospecting Preparing For Success: Planning the Sales Call February 16th, 2010
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Today’s Agenda Prospecting Preparing For Success: Planning the Sales Call Assignments PSA 3 Due Thursday Professional Shadow Follow up Test returned on Thursday
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Assignments/Test Returned Angel updated: all assignments to date are graded Professional Shadow day follow up Test returned Thursday Short Answer will be posted
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Prospecting February 16th, 2010
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Preparing For Sales Success: Prospecting Prospecting Prospecting is the prospect of selling Definition of prospecting for class: The process of locating __________ customers for a product or service
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Prospecting: How a company grows Identifying prospects and converting them to customers is one of the most important task a salesperson will perform. This is just not company growth, it can mean individuals growth also
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Information to gather when prospecting Personal Contact info: name, address, phone, email Organization Type of business Size Names of key personnel Business goals Need Current supplies and satisfaction with current supplier Factors used to evaluate potential suppliers History Purchase history Historical problems Challenges
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Prospecting Some Definitions. .. ___lead________ A person or organization that may or may not have what it takes to be a true prospect. prospect A lead that is a good candidate for making a sale Salesperson must have assessed precall information, made at least an initial approach, and has discovered some needs his/her company can fill
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Characteristics of A Good Prospect Does the lead have a need or want? Does the lead have the ablility to pay? Does the lead have the authority to buy? Can the lead be approached favorably? Is the lead eligible to buy?
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How to Find Future Customers Satisfied customers Endless-Chain Method Center-of-Influence Method Networking Watch for New business openings Farm land sales Databases/Directories The Internet Ads/Direct Mail/Catalogs/Publicity Trade Shows/Seminars Sales Letters
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Endless-Chain Method Endless chain method has two components: The Satisfied customer Key to build relationships, more likely to repurchase Satisfied customer referrals another potential customer Customers and customer referrals are the two best sources for future sales
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Sources of leads: endless-chain Wayne O’Sullivan Contractor Elizabeth Shick Banker Steve Jones Barnett Bank Linda Clinton Lawyer Mary Swain Administrator Ronald Deck Accountant Linda Strand Contractor David Craig Engineer Frank Hartjen Lawyer Jim Smith County Schools
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Center-of-Influence Involves finding and cultivating people in a community or territory who are willing to cooperate in helping find prospects.
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Sources of leads: center-of-influence Information flows Influence flows Sales Person Center-of-Influence
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Lecture_8_and_9_Prospecting_and__Prepari[1] - Prospecting...

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