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    Prospecting-The Lifeblood of Selling Prospecting-The Lifeblood of Selling

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    Ibrahim Raghib
    The document discusses various methods for prospecting, which is the first step in the sales process of locating and qualifying potential customers. It describes traditional prospecting techniques like referrals, cold calling, and joining civic groups, as well as more modern methods like social media, trade shows, and using online directories and business listings to find sales leads. The goal of prospecting is to develop a pipeline of qualified prospects who have the money, authority, and desire to purchase in order to fuel ongoing sales opportunities.

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    Prospecting-The Lifeblood of Selling Prospecting-The Lifeblood of Selling

    Uploaded by

    Ibrahim Raghib
    60 views19 pages
    The document discusses various methods for prospecting, which is the first step in the sales process of locating and qualifying potential customers. It describes traditional prospecting techniques like referrals, cold calling, and joining civic groups, as well as more modern methods like social media, trade shows, and using online directories and business listings to find sales leads. The goal of prospecting is to develop a pipeline of qualified prospects who have the money, authority, and desire to purchase in order to fuel ongoing sales opportunities.

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    Chap007Prospecting

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    The document discusses various methods for prospecting, which is the first step in the sales process of locating and qualifying potential customers. It describes traditional prospecting techniques like referrals, cold calling, and joining civic groups, as well as more modern methods like social media, trade shows, and using online directories and business listings to find sales leads. The goal of prospecting is to develop a pipeline of qualified prospects who have the money, authority, and desire to purchase in order to fuel ongoing sales opportunities.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPT, PDF, TXT or read online from Scribd
    Download as ppt, pdf, or txt
    60 views19 pages

    Prospecting-The Lifeblood of Selling Prospecting-The Lifeblood of Selling

    Uploaded by

    Ibrahim Raghib
    The document discusses various methods for prospecting, which is the first step in the sales process of locating and qualifying potential customers. It describes traditional prospecting techniques like referrals, cold calling, and joining civic groups, as well as more modern methods like social media, trade shows, and using online directories and business listings to find sales leads. The goal of prospecting is to develop a pipeline of qualified prospects who have the money, authority, and desire to purchase in order to fuel ongoing sales opportunities.

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    You are on page 1of 19

    Prospecting—The

    Prospecting—The
    Lifeblood
    Lifeblood of
    of Selling
    Selling
    Chapter
    Chapter

    22
    Building Relationships through the Sales
    Process
    1. Prospecting
    The sales process 2. Preapproach - planning
    is a sequential
    3. Approach
    series of actions:
    4. Presentation

    5. Trial close

    6. Determine objections

    7. Meet objections

    8. Trial close

    9. Close

    10. Follow-up
    Activity for class(Prospecting)

    Imagine if you are the hr executive for a


    college how will you source the neccesary
    staff for the college(No newspaper and
    internet ads),list 5 sources of future staff
    Imagine that you are a doctor of a hospital
    and you are approached by a pharmaceutical
    company to sell their new medicines in india
    Ten Important Steps in the Customer Relationship
    Selling Process

    1. Prospecting. Locating and qualifying prospects.


    2. Preapproach. Obtaining interview. Planning: determining sales call
    objective, developing customer profile, customer benefit program, and sales
    presentation strategies.
    3. Approach. Meeting prospect and beginning customized sales presentation.
    4. Presentation. Further uncovering needs; relating product benefits to needs
    using demonstration, dramatization, visuals, and proof statements.
    5. Trial close. Asking prospects’ opinions during and after presentation.
    6. Objections. Uncovering objections.
    7. Meet objections. Satisfactorily answering objections.
    8. Trial close. Asking prospect’s opinion after overcoming each objection and
    immediately before the close.
    9. Close. Bringing prospect to the logical conclusion to buy.
    10. Follow-up and service. Serving customer after the sale.
    The Concept of Prospecting

    “I’d rather be a master prospector than


    be a wizard of speech and have no one
    to tell my story to.” -Paul J. Meyer

    • A salesperson without prospects is out of


    business
    • A salesperson without prospects can no
    more close a sale than a surgeon without a
    patient can operate
    • Prospects are everywhere - develop ways to
    find them
    Qualifying the Prospect

    • Moving from a “lead”, to


    a qualified prospect
    • Lead - is just a name

    • Prospect - researched for


    money, and authority, and
    desire.

    • Qualified prospect -
    evaluated prospect along
    with personal information
    Cultivate prospects who pass the MAD test:

    oney
    uthority
    esire
    Methods of Prospecting

    • Why we lose customers


    • Customer’s company goes out of business
    • Competitor takes your customer
    • Customer moves or dies
    • Merger or downsizing
    • Customer-salesperson relationship deteriorates
    • Referrals
    • Have person make the initial contact for you
    • Learn how to ask for a referral!
    • Why people don’t give referrals
    • Referrals tend to be horizontal
    Methods of Prospecting
    • Centers of Influence
     Believes in you and what you are
    selling
     Is influential with a significant number
    of people
     Is willing to give you names on a
    regular basis
     The names given to you are at least
    partially qualified prospects

    • Group Prospecting
     Follow up with interested prospects
     Trade shows, speaking engagements
    Methods of Prospecting
    • Planned Cold Calling
    At least one out of seven
    will be receptive
    Treat cold calls as a
    supplement. Don’t
    neglect other techniques
    Preplan cold calls
    Limit waiting - 15
    minutes is a good gauge!
    Remain enthusiastic
    Methods of Prospecting

    • Direct mail or fax


    Prospects do read well-targeted direct
    mail
    Mailing is only as good as the list
    Sources of lists to consider:
    – Membership rosters
    – City directories
    – Yellow pages
    – White pages
    – Religious groups
    – Past customers
    Create your own newsletter
    Observation - prospects are
    everywhere

    Always be looking
    Read the newspaper and selected
    magazines
    Trade journals
    Methods of Prospecting

    • Joining Civic Groups


     Carefully select the groups you join
     Work for positive visibility
     Set contact goals for each organization meeting
     Maintain an information file on the contacts
    made in each organization
     Use “remeet” goals to help you develop closer
    relationships with people
     Use active listening to learn more about the
    financial goals and needs of others
     Look for appropriate opportunities for further
    business-oriented discussions
    Methods of Prospecting

    • Networking - active cooperation, i.e. ‘tips’


    There are formal groups that you can join
    Sharing information makes good sense

    • Using Directories - Goldmines if used


    correctly
    • The Thomas Register of American
    Manufacturers
    • Contacts Influential
    Methods of Prospecting
    • Company Initiated Prospecting
     Telemarketing Activities
     Advertising Response
    – Direct Mail
    – Newspaper
    • Past Customers
    • Go over list of inactive accounts
    • Develop and create a Web site
    • Streamline the sales process
    • Affiliate program marketing
    • Turn web leads into online sales
    Methods of Prospecting

    • Trade Shows

    •Selecting the right trade show is critical


    •On the spot sale versus lead generation
    •Pre-show training and post-show follow-up
    •Display planning to get high visibility
    •Staffing the booth to handle information
    Methods of Prospecting
    • E-prospecting

    Sales leads
    http://www.infousa.com/
    http://www.business.com/search/rslt_default.asp?
    r4=t&query=prospecting+sales+leads
    http://www.zapdata.com/
    Methods of Prospecting

    • What methods will YOU use?

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