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Strategic Prospecting and Preparing for Sales Dialogue

Strategic Prospecting and Preparing for Sales Dialogue. Learning Objectives. Discuss why prospecting is an important and challenging task for salespeople. Explain strategic prospecting and each stage in the strategic prospecting process.

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Strategic Prospecting and Preparing for Sales Dialogue

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  1. Strategic Prospecting and Preparing for Sales Dialogue

  2. Learning Objectives Discuss why prospecting is an important and challenging task for salespeople. Explain strategic prospecting and each stage in the strategic prospecting process. Describe the major prospecting methods and give examples of each method. L L L 1 2 3

  3. Learning Objectives Explain the important components of a strategic prospecting plan. Discuss the types of information salespeople need to prepare for sales dialogue. L L 4 5

  4. Why Buyers Won’t See Salespeople • They may have never heard of the salesperson’s firm. • They may have just bought the salesperson’s product category, and there is presently no need. • Buyers may have their own deadlines on other issues, and they are not in a receptive mood to seeany salespeople. • Buyers are constantly getting calls fromsalespeople and do not have the time tosee them all. • Gatekeepers in any organization screentheir bosses’ calls and sometimes arecurt and even rude.

  5. The Importance andChallenges of Prospecting • Customer-bases are not permanent, salespeople may lose customers due to: • Low satisfaction • Competition • Economic fluctuation • Other forms of attrition • The prospecting process is can be long • It may take weeks to replace a lost customer with a new one • Revenue streams can fluctuate if “pipeline” isn’t managed • _______________________and often includes a lot of rejection

  6. Ethical Dilemma

  7. The Strategic Prospecting Process A process designed to ________, ________, and ___________ salesopportunities, whether they represent potential new customers or opportunities to generate additional business from existing customers. Sales Funnel orPipeline: A representationof the trust-based sales process and strategic sales prospecting process.

  8. Strategic Prospecting Process Ideal Customer Profile: The characteristics of a firm’s best customers or the perfect customer.

  9. Popular Prospecting Sources & Methods

  10. Developing a Strategic Prospecting Plan

  11. Developing a Strategic Prospecting Plan

  12. Gathering Precall Information:The Prospect

  13. Gathering Precall Information:The Prospect’s Organization

  14. Ethical Dilemma

  15. Role Play

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