Sales Concepts and Apps Module 9 Prospecting

What your Sales Mentor Never Told You The 5 Myths of Sales Prospecting Myth #1: Prospecting is sales. Myth #2: Prospecting is a numbers game Myth #3: Scripts are for kids Myths of Sales Prospecting

What your Sales Mentor Never Told You The 5 Myths of Sales Prospecting Myth #4: Prospecting takes time. Myth #5: Close them on the appointment. Myths of Sales Prospecting

Name the Enemy Real World Numbers The Value of No.. Cold Calling Techniques

Cold Calling Mechanics. Cold Calling Techniques

Six Great Telephone Techniques Tuning No Into Yes. Cold Calling Techniques

Walk the Ledge. Cold Calling Techniques

Take Aways Challenge the prospects' status quo. 1/3 of your prospects determine your success Prospecting is the most important task in sales. Each 'No‘ brings you closer to a yes. The fist step is to develop a script.. Cold Calling Techniques

Take Aways Start a call by getting the prospect's attention. Identify yourself and your company. Ask directly for an appointment. Use the ledge. To double your sales double the number of calls. Cold Calling Techniques

How to Get Referral Contacts Catching the Spirit. No More Cold Calls

How to Use Referral Selling. No More Cold Calls

Working the Process. No More Cold Calls

Helpful Techniques. No More Cold Calls

Managing Your Process. No More Cold Calls

Take Aways Referral selling is more effective than cold calling. Referral selling - 50% conversion rate. Develop a "referral buddy" to help you maintain your commitment to seeking referrals. A short list of qualified leads is much better than a big stack of cold call leads. You only have a hot lead when you get a personal introduction to the contact.. No More Cold Calls

Take Aways You need a sharply focused 10-second opener to make a connection with a new contact. Write down a description of your "ideal customer“. To sell more, cite return on investment instead of product features. You must ask for referrals or you won't get them. To get your salespeople to make the transition to referral selling, measure its success, and reward those who generate referrals and sales.. No More Cold Calls

Effective prospecting is a critical component of sales success You need a plan, that is an objective assessment, a goal, strategies to achieve that goal.. Sales Prospecting Techniques

Assessment (Sample considerations) Where and how does you service best fit? How well is your brand recognised?. How much business is out there for you? How much time can you dedicate to prospecting? Others? Sales Prospecting Techniques

Goal There must be a revenue number to which you must commit. It must be realistic and achievable. Sales Prospecting Techniques

Typical Strategies Commit to prospecting 2 – 8 hours a week. Commit to following up. Make prospecting a quality, not a quantity effort. Get you messages and talking points down cold. Provide value at every contact point. Others? Sales Prospecting Techniques

Typical Strategies Commit to prospecting 2 – 8 hours a week. Commit to following up. Make prospecting a quality, not a quantity effort. Get you messages and talking points down cold. Provide value at every contact point. Others? Sales Prospecting Techniques

Cold Call Exercise Form Small Working Groups Develop a Prospecting Script Classroom Exercise