Strategic Prospecting and Preparing for Sales Dialogue

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Presentation transcript:

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. Describe the major prospecting methods and give examples of each method. L 1 L 2 L 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 4 L 5

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 see any salespeople. 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 sometimes are curt and even rude.

The Importance and Challenges 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

Ethical Dilemma

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

Strategic Prospecting Process Sales Leads or Suspects Generated from Internal or External Sources Lead Generation Methods Should be Managed Qualifying Process Need? Financial Resources Authority to Make Purchase Decision Sales Prospect Prioritize Prospect List Initiate Pre-Call Planning Ideal Customer Profile: The characteristics of a firm’s best customers or the perfect customer.

Popular Prospecting Sources & Methods

Developing a Strategic Prospecting Plan

Developing a Strategic Prospecting Plan

Gathering Precall Information: The Prospect

Gathering Precall Information: The Prospect’s Organization

Ethical Dilemma

Role Play