1. Prospecting – Soup to Nuts
Climbing to New Heights

2. IDENTIFYING PROSPECTS
CORPORATE
Reader boards
Business Times/Business Journal
Commercial Real Estate
Mergers = TRAINING & RELO
Weekly Team Exercise

3. IDENTIFYING PROSPECTS
SMERFE - Sports
City/Community Parks & Rec
Do they control the local facilities?
Schedules available?
Sports Commission?
Venues
Sports Associations
Other Club Sports
Local High Schools & Colleges
Who uses their facilities during summer?

4. IDENTIFYING PROSPECTS
MISC
Parent’s Weekend – hospitality area
Entertainment venues
Student Travel –
Have a pool? Family Fun packages to Day Care & Elementary Schools
Film Commission?
Competitors Phone #

5. Call Preparation Who - YOUR TARGET 100. When – COUNTERINTUITIVE
Your entire sales strategy should be centered on penetrating this target 100.
When – COUNTERINTUITIVE
Early morning, late evening, M/F -
What – Your OBJECTIVE
Key, critical information you need to know

6. Show them you know about their business when you call them.
Call Preparation
Show them you know about their business when you call them.
What information is easy to access and relevant to know prior to the initial prospecting call?

7. A prospecting call is about INFORMATION GATHERING AND QUALIFYING.
It is not about selling.

8. MEASURING OUR CALL EFFECTIVENESS
If you are constantly measuring effectiveness, then you will be able to quickly and easily adjust when something is not bringing about your desired result.
We respect what we inspect.
Here’s an example.

10. In one week we made progress on 12 of our target 100.

11. REFERRALS
Notice the last line of the chart – REFERRAL. The difference between good sales people and remarkable sales people is their ability to generate new business from existing business. We can’t sit idly by and hope that if we do a good job, we’ll get a referral. We need to ask for it.

12. REFERRALS Each member of our team assigned to each existing account.
Have a regular schedule of meeting face to face with them.
Don’t wait until there is a problem – do it regularly.

13. REFERRALS
The following questions should be asked. And don’t let them simply tell you “everything is ok”.
What are we not doing that you would like us to?
How well are we meeting your needs?
How can we improve what we are currently doing?

14. REFERRALS
As we saw on the chart above, we should be tracking referrals we get from each of our accounts and from each of our prospecting calls.
It should be a habit and a goal to get referrals.

15. Additional Tips Objective for every call.
Treat the Gatekeeper as you would the client.
Gather info BEFORE the call. Use Gatekeeper.
Pique interest so they LET you probe.
After asking questions, BE QUIET.
Be Confident in your probing.

16. Additional Tips
7. Resist selling when the door is only slightly open. 8. Get time/date commitment for follow-up calls. 9. If objection comes up, don’t defend right away. 10. What do you want to accomplish with info you are sending?

17. Additional Tips
11. Never experience rejection again. 12. Use the phone as your main source of communication. You are a Salesperson!