1. The Sales Process Prospecting

2. Today Discuss the Sales Process (10 steps) Discuss methods of prospecting Your experiences

3. 10. Follow-up and service 10. Follow-up and service 9. Close 9. Close 8. Trial close 8. Trial close 7. Meet objections 7. Meet objections 6. Determine objections 6. Determine objections 5. Trial close 5. Trial close 4. Presentation 4. Presentation 2. Preapproach - planning 2. Preapproach - planning 3. Approach 3. Approach 1. Prospecting 1. Prospecting The Sales Process

4. Psychology of Buying Stimulus Black box Response Sales Presentation Buyer’s Hidden Mental Process Sale/No Sale Objective: Find out as much as possible about how a person makes decisions

5. What we know about why people buy People buy for practical (rational) and psychological (emotional) reasons Some of a person’s thoughts can be determined Buyers consider certain factors in making purchase decisions

6. Prospecting Process of generating leads (Hot, Warm, Cold) Some Methods of Prospecting: Promotional materials, mailers Mall intercepts Giveaways Getting contact information from single game buyers Alumni lists Online database Purchase leads Etc. X Y Z Likelihood you will buy

7. What are the right questions to ask? If you don't ask the right questions, you don't get the right answers. A question asked in the right way often points to its own answer. Asking questions is the ABC of diagnosis. Only the inquiring mind solves problems.

8. Prospecting – Think Pair Share 1.As a UC student what are you being sold? 2. Has anyone collected data from you for prospecting?

9. Minimums for valuing prospects An individual or organization is a qualified prospect if they have the… Money to buy Authority to buy Desire to buy

10. Take away We have been discussing the tools necessary for preparing to sell, now we will be examining specific sales tactics Prospecting takes many forms The Sales Process, Black Box approach Quiz Friday Guest speaker Friday – Cincinnati Reds Corporate Sales