3391_CH789_net - Prospecting The Personal Selling Process...

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Unformatted text preview: Prospecting 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? Locating potential customers The process of searching for leads people & organizations that might need your product Identify them Qualify them Why is prospecting important? 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? Obtain leads People who could seemingly benefit from your product or service Name, phone number and address Qualify leads Do they meet your qualifying criteria? Lead Qualify Prospect Sell Customer Build relationship Partner Characteristics of a good prospect A uthority to buy Whose approval is needed for the purchase? Who exerts influence? N eed or want A pproachability M oney to buy E ligible to buy Obtaining leads Satisfied customers Endless chain Center of influence Networking Promotional activities Advertising, contests, free giveaways Lists & directories Effort v....
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3391_CH789_net - Prospecting The Personal Selling Process...

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