1 / 19

Prospecting and Pre-approach

Prospecting and Pre-approach. Module Five. Learning Objectives. Explain strategic prospecting. Discuss why prospecting can be a challenging task for a salesperson. Explain where salespeople find prospects. Understand the importance of gathering and studying precall information.

lotus
Download Presentation

Prospecting and Pre-approach

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Prospecting and Pre-approach Module Five

  2. Learning Objectives • Explain strategic prospecting. • Discuss why prospecting can be a challenging task for a salesperson. • Explain where salespeople find prospects. • Understand the importance of gathering and studying precall information.

  3. Setting the Stage Using Questions to QualifyPotential Customers • What are the two categories Mike Ciccheto uses to organize his prospects? • Why does Mike categorize his prospects?

  4. Why Buyers Won’t See Salespeople • They may have never heard of the salesperson’s firm. • They may have no need; they just bought the product category. • The buyer may have their own deadlines on other issues. • Buyers are constantly getting calls from salespeople and do not have the time to see them all. • Gatekeepers in any organization screen their bosses’ calls and are often curt and even rude.

  5. SalesLeads Screening Procedures for Qualifying Leads Qualified Prospects Prospecting The process of identifying, qualifying, and prioritizing organizations and individuals that have the need for and potential to purchase the salesperson’s market offering of products and services.

  6. Popular Prospecting Sources & Methods External Sources • Referrals • Introductions • Community Contacts (Centers of Influence) • Organizations • Non-competing Salespeople • Visible Accounts Personal Contact • Observation • Cold Canvassing • Trade Shows • Bird Dogs (Spotters) Internal Sources • Company Records • Lists and Directories • Advertising Inquiries • Telephone Inquiries • Mail Inquiries • Internet or World Wide Web

  7. Qualified Prospects . . . • Can benefit from the sales offering • Have the financial wherewithal to make the purchase • Play an important role in the purchase decision process

  8. Qualified Prospects . . . • Are eligible to buy based on a fit within the selling strategy • Are reasonably accessible and willing to consider the sales offering • Can be added to the customer base at an acceptable level of profitability

  9. 100 Leads OneCustomer Importance of Effective Prospecting Suppose it takes 10 leads to generate one qualified prospect And suppose it takes 10 qualified prospects to generate one customer You would need 100 leads to generate one customer.

  10. 50 Leads OneCustomer Importance of Effective Prospecting The better the lead generation method, the higher the proportion of qualified leads. The more accurate the qualifying process, the higher the proportion of customers per qualified lead. Improving the lead generation method so that 10 leads generates two qualified customers means you will need only 50 leads to generate one customer.

  11. Gathering Precall Information:The Prospect The prospect’s name and title Info Needed Correct spelling and pronunciation can be gathered by asking the receptionist or secretary or gatekeeper to verify information. Source

  12. Gathering Precall Information:The Prospect Is this prospect willing to take risks? Are they confident with their decision making? Info Needed May have to ask the prospect Source

  13. Gathering Precall Information:The Prospect Is the buyer involved in their community? Do they belong to clubs or professional organizations? Info Needed Observe club or organizational honors displayed in the office. Source

  14. Gathering Precall Information:The Prospect Does the prospect have hobbies or interests they are proud of? Info Needed Source Observation of office.

  15. Gathering Precall Information:The Prospect What is the prospect’s personality type? Easy going? All business? Info Needed Observation and experience with buyer. Source

  16. Gathering Precall Information:The Prospect Where did this prospect grow up? Where were they educated? Info Needed Source Look for diplomas. Ask.

  17. Gathering Precall Information:The Prospect’s Organization What type of business are we dealing with? Info Needed Can be gathered from a directory and company web site. Source

  18. Gathering Precall Information:The Prospect’s Organization To what market does the company sell? Who are its primary competitors? What does the company make & sell? Info Needed Annual reports and company web site. Source

  19. Gathering Precall Information:The Prospect’s Organization Who and how many vendors does the prospect presently buy from? How much and how long have they been purchasing from their supplier(s)? What challenges is the organization facing? Info Needed Source Salesperson may have to ask for this information.

More Related