1. Ag Fact! 11/15 A ________ is a potential client or customer you haven’t contacted yet. Sign up for Ag Sales! This Friday!

2. Word of the Day 11/4 prospect - a potential client or customer you haven’t contacted yet Sign up for Ag Sales! This Friday!

3. Agricultural Sales and Service: Prospecting Sutherlin AST November 15, 2010

4. Prospecting On your next blank page: –Title the page “Prospecting” –What do you think of when you hear “prospecting”? p9

5. Prospecting Prospecting is a key part of building sales clients Cold call – making a sales call unsolicited (you approach them) p9

6. Prospecting On your page: –Make the following drawing –We’ll have 3 steps to prospecting p9

7. Prospecting 1.Before the call, target your business: A.Know who you are calling on B.Have an idea of their business C.Have an objective Sell the product, commit to follow-up, etc p9

8. Prospecting 2.During the call: A.Introduce yourself B.Determine if they are a prospect C.Create interest D.Commit them to the outcome p9

9. Prospecting 3.At the End: A.Offer other products/specials B.Review order/commitment at the end p9

10. Prospecting Key Things to Remember: - You must create interest in the customer - You can’t sell ice to Eskimos! - Overall goal: provide service/product to those who will benefit from it p9