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National Computer Corporation

National Computer Corporation. Page 95 Questions. When you meet …. Give them my introductory letter (or you can send it ahead). SWAS: What to Look for. Information and details about the call Application of course info: Buyer motivation and communication type

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National Computer Corporation

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  1. National Computer Corporation Page 95 Questions

  2. When you meet …. Give them my introductory letter (or you can send it ahead)

  3. SWAS: What to Look for • Information and details about the call • Application of course info: • Buyer motivation and communication type • Choice of how to make initial contact (standard, direct, gift, etc.) • Questioning • Objectives and their use on a sales call • Lead qualification • Value generation for customers • WOW factor • Trust building and compatibility

  4. When SWAS is complete • Hand them envelope I gave you (add 1st class postage) • Evaluation form from your packet (pages 26-28) • Ask them to mail to me promptly • This is feedback for me and verifies that you went on the SWAS

  5. SWAS Paper • Write within 24 hours of completion • Provide applications of course concepts • You know what I have emphasized • Communication style, trust building, prospecting, etc. • Professional appearance is critical! As these will be mailed to your SWAS salesperson

  6. Prospecting Module Five

  7. SalesLeads Screening Procedures for Qualifying Leads Qualified Prospects Prospecting The process of determining the organizations and individuals that will most likely purchase your products

  8. Many Leads 100 Leads Few QualifiedProspects Many Qualified Prospects OneCustomer Few Customers Importance of Effective Prospecting Suppose it takes 10 leads to generate one qualified prospect It will take100 leadsto generateone customer And suppose it takes 10 qualified prospects to generate one customer

  9. Typically Qualified Prospects . . . • Can ________ from the sales offering • Have the financial __________ to make the purchase • Play an important _____in the purchase decision process • Are reasonably accessible and willing to consider the sales offering • Can be added to the customer base at an acceptable level of _________

  10. Listen to see what these professionals look for in a new customer! Brad - Cargill Ag-Horizons, Go after customers that are expanding - thus increasing your business with them by growing together Bob - Agway Ag Products Categorize the prospects by 1. Credit worthiness 2. Size of operation 3.Level of Service Needed 4. Etc...

  11. Prospecting and Prospect Lists • Good salespeople • develop prospect lists • that constantly give them directionin their sales activities List of Prospects 1. Dave Smith 2. Triangle Farms 3. Jim & Dan Tippe Kevin - Sunkist Oranges

  12. Why is effective prospecting so important in sales?

  13. A Prospecting Method

  14. Prospecting Plans are the Foundation for Effective Prospecting Set Goals Establish daily, weekly and monthly _____ for acquiring new prospects

  15. Prospecting Plans are the Foundation for Effective Prospecting Set Goals Allocate Time Establish a regular ________ for conducting prospecting activities.

  16. Prospecting Plans are the Foundation for Effective Prospecting Set Goals Allocate Time ______ your results from using the different prospecting methods. Keep Records

  17. Prospecting Plans are the Foundation for Effective Prospecting Set Goals Allocate Time What is working for you? Compare results and use the methods that work best for you. Keep Records Evaluate

  18. Why is it important to have a system like this for effective prospecting?

  19. Sources of Prospects

  20. Popular Prospecting Sources & Methods External Sources • Referrals • Introductions • Community Contacts (Centers of Influence) • Organizations • Non-competing Salespeople • Visible Accounts

  21. Popular Prospecting Sources & Methods Internal Sources • Company Records • Lists and Directories • Advertising Inquiries • Telephone Inquiries • Mail Inquiries • Internet or World Wide Web

  22. Popular Prospecting Sources & Methods Personal Contact • Observation • Cold Canvassing • Trade Shows • Bird Dogs (Spotters)

  23. How do you qualify a prospect? • Determine _________ factors • Develop _______ to access ___________ about prospects • __________ prospects based on information and assessment

  24. Group Application • The group’s objective is to develop a prospecting strategy for a company, including lead generation, and qualifying criteria. • The company brews and bottles a specialty tea beverage. The tea is naturally rich in vitamins, anti-aging nutrients, and natural anti-carcinogens. The tea is expensive to brew and has a suggested retail price of $3.00 per 16 oz. Bottle. The company is located in your town and can bottle only 5000 bottles per day. The company does not sell directly to consumers.

  25. Preview: Preapproach What do you do prior to actually calling on the customer?

  26. Next class • SWAS #3 Due • Read Case 5.2 on pages 155-156 • Answer questions 1-4 • This will NOT be a quiz, I will collect after we discuss in class!!

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