1. Prospecting and Pre-approach Module Five

2. Why Buyers Won’t See Salespeople 1.They may __________________ of the salesperson’s firm. 2.They may have _______; they just bought the product category. 3.The buyer may have _____________ on other issues. 4.Buyers are constantly getting calls from salespeople and do not have the time to see them all. 5.__________ in any organization screen their bosses’ calls and are often curt and even rude.

3. Prospecting The process of __________, ________, and __________ organizations and individuals that have the need for and potential to purchase the salesperson’s market offering of products and services. Qualified Prospects Sales Leads Screening Procedures for Qualifying Leads

4. Prospecting Plans are the Foundation for Effective Prospecting ___________ Establish daily, weekly and monthly quotas for acquiring new prospects

5. Prospecting Plans are the Foundation for Effective Prospecting ___________ Establish a regular daily schedule for conducting prospecting activities. ___________

6. Prospecting Plans are the Foundation for Effective Prospecting ___________ Track your results from using the different prospecting methods. ___________ ___________

7. Prospecting Plans are the Foundation for Effective Prospecting ___________ What is working for you? Compare results and use the methods that work best for you. ___________ ___________ ___________

8. Prospecting Plans are the Foundation for Effective Prospecting Develop confidence by knowing your products and believing that you offer the best solutions. ___________ ___________ ___________ ___________ ___________

9. Popular Prospecting Sources & Methods External Sources –___________ –Introductions –Community Contacts (Centers of Influence) –Organizations –Non-competing Salespeople –Visible Accounts

10. Popular Prospecting Sources & Methods Internal Sources –Company Records –Lists and Directories –Advertising Inquiries –Telephone Inquiries –Mail Inquiries –Internet or World Wide Web

11. Popular Prospecting Sources & Methods Personal Contact –Observation –Cold Canvassing –______________ –Bird Dogs (Spotters)

12. Qualified Prospects... Can benefit from the _______________ Can benefit from the _______________ Have the _________________ to make the purchase Have the _________________ to make the purchase Play an important role in the ______________ process Play an important role in the ______________ process Are _________ to buy based on a fit within the selling strategy Are _________ to buy based on a fit within the selling strategy Are reasonably __________________ to consider the sales offering Are reasonably __________________ to consider the sales offering Can be added to the customer base at an acceptable level of _____________ Can be added to the customer base at an acceptable level of _____________

13. Importance of Effective Prospecting One Customer 100 Leads Many Leads Few Qualified Prospects Many Qualified Prospects Few Customers Suppose it takes 10 leads to generate one qualified prospect And suppose it takes 10 qualified prospects to generate one customer It will take 100 leads to generate one customer

14. Importance of Effective Prospecting One Customer 50 Leads The better the ____________ method, the higher the proportion of qualified leads. The more accurate the _________ process, the higher the proportion of customers per qualified lead.

15. Gathering Precall Information: The Prospect The prospect’s name and title __________________________ can be gathered by asking the receptionist or secretary or gatekeeper to verify information.

16. Gathering Precall Information: The Prospect Is this prospect willing to take risks? Are they confident with their decision making? May have to ask ______________

17. Gathering Precall Information: The Prospect Observe ____________________ displayed in the office. Is the buyer involved in their community? Do they belong to clubs or professional organizations?

18. Gathering Precall Information: The Prospect Does the prospect have hobbies or interests they are proud of? Observation of ___________.

19. Gathering Precall Information: The Prospect What is the prospect’s personality type? Easy going? All business? Observation and experience with _____.

20. Gathering Precall Information: The Prospect Where did this prospect grow up? Where were they educated? Look for diplomas. ______.

21. Gathering Precall Information: The Prospect’s Organization What type of business are we dealing with? Can be gathered from a directory and _________________.

22. Gathering Precall Information: The Prospect’s Organization To what market does the company sell? Who are its primary competitors? What does the company make and sell? Annual _______ and company _______.

23. Gathering Precall Information: The Prospect’s Organization Salesperson may have to _______ for this information. 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?