Chap07 - Chapter 7 ofSelling 7-2 Chapter 7 MainTopics :Prospecting 7-3 M

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Prospecting – The Lifeblood  of Selling Chapter 7
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C h a p t e r 7 7-2
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7-3 Main Topics Main Topics The Tree of Business Life: Prospecting The Sales Process Has 10 Steps Steps Before the Sales Presentation Prospecting—The Lifeblood of Selling Where to Find Prospects Planning a Prospecting Strategy
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7-4 Main Topics Main Topics Prospecting Methods Prospecting Guidelines The Referral Cycle Call Reluctance Costs You Money! Obtaining the Sales Interview Wireless E-mail Helps You Keep in  Contact and Prospect
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7-5 The Tree of Business Life:  Prospecting Guided by  The Golden  The Golden  Rule Rule ,   remember: People buy from those they know  and trust Prospecting is not easy unless  you focus on helping, not selling People who trust you give  referrals Referrals take the burden of  prospecting off the salesperson Referrals are earned through  integrity, trust, and character I T C E t h i c a l S e r v Builds u Relationships T T T T T T T T T T T
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7-6 Exhibit 7-1: The Selling Process Has  10 Important Steps 10. Follow-up 10. Follow-up 9. Close 9. Close 8. Trial close 8. Trial close 7. Meet objections 7. Meet objections 6. Determine objections 6. Determine objections 5. Trial close 5. Trial close 4. Presentation 4. Presentation 3. Approach 3. Approach 2. Preapproach/planning 2. Preapproach/planning 1. Prospecting 1. Prospecting The sales process is a sequential series of actions
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7-7 Some Prospect, Some Do Not Many salespeople prospect, both those  selling business-to-business and those  selling to consumers Examples are: Financial services as life insurance Real estate
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7-8 Compensation for the Salesperson  that Prospects is Often: Based upon 100% commission – if you do  not sell, you do not earn
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7-9 Some Prospect, Some Do Not,  cont… Many organizations do not prospect
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This note was uploaded on 02/01/2012 for the course MAR 08 taught by Professor Staff during the Spring '08 term at Youngstown State University.

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Chap07 - Chapter 7 ofSelling 7-2 Chapter 7 MainTopics :Prospecting 7-3 M

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