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Indicator 4.03

Indicator 4.03. Perform pre-sales activities to facilitate sales presentation. Vocabulary. Prospect Prospecting Lead Referral Endless chain Center of influence Bird dogs Cold calls. Identify sources of prospects. Explain which salespeople should prospect.

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Indicator 4.03

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  1. Indicator 4.03 Perform pre-sales activities to facilitate sales presentation.

  2. Vocabulary • Prospect • Prospecting • Lead • Referral • Endless chain • Center of influence • Bird dogs • Cold calls

  3. Identify sources of prospects

  4. Explain which salespeople should prospect

  5. Describe how prospecting can help salespeople

  6. Discuss why prospecting should be a continuous process

  7. Describe methods of prospecting

  8. Explain how to construct a prospect list

  9. Describe how to use a prospect list

  10. Explain the importance of maintaining accurate prospect lists

  11. Demonstrate procedures for prospecting for customers

  12. Explain why salespeople need to qualify their prospects

  13. Discuss reasons that some salespeople fail to qualify prospects

  14. Identify the criteria that prospects need to meet in order to be qualified • Need the product • Means and willingness to buy • Has the authority to buy

  15. Discuss steps a salesperson can take to qualify prospects prior to meeting with them

  16. Explain how to qualify a prospect’s need for a product

  17. Describe how to qualify a prospect’s means and willingness to buy a product • Budget • Time to meet with salesperson • Timing of sale • Point in making buying decision

  18. Discuss how to qualify a prospect’s authority to buy a product

  19. Demonstrate how to qualify a prospect

  20. Explain why salespeople should conduct pre-visit research

  21. Identify factors about a prospect that are useful in sales situations

  22. Identify sources that provide company information that can be useful insales situations

  23. Describe how to use collected pre-visit research during a sale

  24. Demonstrate how to conduct pre-visit research

  25. Explain benefits associated with booking appointments with prospective clients

  26. Discuss the importance of the introduction when calling to set up a sales appointment

  27. Describe what to include in the introduction when calling to set up a sales appointment

  28. Explain factors that influence what to say when calling to set up a sales appointment

  29. Identify barriers encountered when attempting to book appointments withprospective clients

  30. Explain how voice mail can be helpful in getting an appointment with a customer

  31. Demonstrate how to book appointments with prospective clients

  32. Identify reasons for preparing for a sales presentation

  33. Identify factors about the customer/client/fan that should be determined prior to making a sales presentation

  34. Describe preparation needed for sales presentations

  35. Identify factors that affect the preparation needed for sales presentations

  36. Describe ways to prepare for a sales presentation

  37. Create a tentative sales presentation

  38. Explain how to ask for a sales-presentation appointment

  39. Demonstrate procedures for preparing for a sales presentation

  40. Identify characteristics of effective software sales presentations

  41. Discuss purposes of using presentation software packages to support sales presentations

  42. Describe ways that salespeople can use presentation software packagesto support sales presentations

  43. Explain how salespeople can use online sales presentations

  44. Demonstrate procedures for creating a software presentation to support sales presentations

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