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Prospecting – Soup to Nuts

Prospecting – Soup to Nuts. Climbing to New Heights. IDENTIFYING PROSPECTS. CORPORATE Reader boards Business Times/Business Journal Commercial Real Estate Mergers = TRAINING & RELO Weekly Team Exercise. IDENTIFYING PROSPECTS. SMERFE - Sports City/Community Parks & Rec

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Prospecting – Soup to Nuts

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  1. Prospecting – Soup to Nuts Climbing to New Heights

  2. IDENTIFYING PROSPECTS CORPORATE • Reader boards • Business Times/Business Journal • Commercial Real Estate • Mergers = TRAINING & RELO • Weekly Team Exercise

  3. IDENTIFYING PROSPECTS SMERFE - Sports • City/Community Parks & Rec • Do they control the local facilities? • Schedules available? • Sports Commission? • Venues • Sports Associations • Other Club Sports • Local High Schools & Colleges • Who uses their facilities during summer?

  4. IDENTIFYING PROSPECTS MISC • Parent’s Weekend – hospitality area • Entertainment venues • Student Travel – www.syta.com • Have a pool? Family Fun packages to Day Care & Elementary Schools • Film Commission? • Competitors Phone # www.google.com 201-867-4400

  5. Call Preparation • Who - YOUR TARGET 100. • Your entire sales strategy should be centered on penetrating this target 100. • When – COUNTERINTUITIVE • Early morning, late evening, M/F - • What – Your OBJECTIVE • Key, critical information you need to know

  6. Call Preparation Show them you know about their business when you call them. What information is easy to access and relevant to know prior to the initial prospecting call?

  7. A prospecting call is about INFORMATION GATHERING AND QUALIFYING. It is not about selling.

  8. MEASURING OUR CALL EFFECTIVENESS • If you are constantly measuring effectiveness, then you will be able to quickly and easily adjust when something is not bringing about your desired result. We respect what we inspect. Here’s an example.

  9. In one week we made progress on 12 of our target 100.

  10. REFERRALS • Notice the last line of the chart – REFERRAL. The difference between good sales people and remarkable sales people is their ability to generate new business from existing business. We can’t sit idly by and hope that if we do a good job, we’ll get a referral. We need to ask for it.

  11. REFERRALS • Each member of our team assigned to each existing account. • Have a regular schedule of meeting face to face with them. • Don’t wait until there is a problem – do it regularly.

  12. REFERRALS The following questions should be asked. And don’t let them simply tell you “everything is ok”. • What are we not doing that you would like us to? • How well are we meeting your needs? • How can we improve what we are currently doing?

  13. REFERRALS • As we saw on the chart above, we should be tracking referrals we get from each of our accounts and from each of our prospecting calls. • It should be a habit and a goal to get referrals.

  14. Additional Tips • Objective for every call. • Treat the Gatekeeper as you would the client. • Gather info BEFORE the call. Use Gatekeeper. • Pique interest so they LET you probe. • After asking questions, BE QUIET. • Be Confident in your probing.

  15. Additional Tips 7. Resist selling when the door is only slightly open. 8. Get time/date commitment for follow-up calls. 9. If objection comes up, don’t defend right away. 10. What do you want to accomplish with info you are sending?

  16. Additional Tips 11. Never experience rejection again. 12. Use the phone as your main source of communication. You are a Salesperson!

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