fos chapter 7

fos chapter 7 - CHAPTER 7 Prospecting The Lifeblood of...

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CHAPTER 7 Prospecting – The Lifeblood of Selling LECTURE OUTLINE I. THE TREE OF BUSINESS LIFE: PROSPECTING A. People want to trust the person they buy from. B. New customers are frequently gained through referrals which are earned by displaying integrity, truthfulness, and character to the current customer. II. THE SALES PROCESS A. Sales Process - a sequence of actions taken by the salesperson which leads toward the customer taking a desired action and ends with follow-up to ensure purchase satisfaction. B. 10 steps in the selling process: 1. Prospecting 2. Pre-approach 3. Approach 4. Presentation 5. Trial Close 6. Objections 7. Meet Objections 8. Trial Close 9. Close 10. Follow-up III. STEPS BEFORE THE SALES PRESENTATION A. Prospecting. B. Obtaining an appointment. C. Preapproach planning. IV. PROSPECTING - THE LIFEBLOOD OF SELLING A. Prospect - a qualified person or business that has the potential to buy your product or service. B. Prospecting - identifies potential customers.
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1. Increases sales. 2. Replaces customers that will be lost over time. C. “Lead” - a person or business who might be a prospect. D. Questions to ask to determine if an individual is a qualified prospect: 1. Does the prospect have the money to buy? 2. Does the prospect have the authority to buy? 3. Does the prospect have the desire to buy? V. THE SALES PROSPECTING FUNNEL A. All leads and prospects are filtered out as they are subjected to the three mad questions. VI.
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fos chapter 7 - CHAPTER 7 Prospecting The Lifeblood of...

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