Prospecting And Pre-approach PDF

Module Five Prospecting and Pre-approach  Learning Objectives 1. Explain strategic prospecting. 2. Discuss why prospecting can be a challenging task for a salesperson. 3. Explain where salespeople find pro...

Module Five Prospecting and Pre-approach  Learning Objectives 1. Explain strategic prospecting. 2. Discuss why prospecting can be a challenging task for a salesperson. 3. Explain where salespeople find prospects. 4. Understand the importance of gathering and studying precall information. Professional Selling: Module 5: Ingram LaForge Avila A Trust-Based Approach Prospecting and Pre-Approach Schwepker Jr. Williams  Prospecting Sales The process of Leads identifying, qualifying, and prioritizing Screening organizations and Procedures individuals that have the for Qualifying need for and potential to Leads purchase the Qualified salesperson’s market Prospects offering of products and services. Professional Selling: Module 5: Ingram LaForge Avila A Trust-Based Approach Prospecting and Pre-Approach Schwepker Jr. Williams  Popular Prospecting Sources & Methods External Internal Sources Personal Sources Contact – –– Referrals Company Records Observation – –– Introductions Lists Cold and Directories Canvassing –– Community Advertising Contacts Inquiries – Trade Shows – (Centers Telephoneof Inquiries Influence) – ––Bird Dogs (Spotters) Organizations Mail Inquiries –– Non-competing Internet or World Wide Salespeople Web – Visible Accounts Professional Selling: Module 5: Ingram LaForge Avila A Trust-Based Approach Prospecting and Pre-Approach Schwepker Jr. Williams  Qualified Prospects... ✓ Can benefit from the sales offering ✓ Have the financial wherewithal to make the purchase ✓ Play an important role in the purchase decision process Professional Selling: Module 5: Ingram LaForge Avila A Trust-Based Approach Prospecting and Pre-Approach Schwepker Jr. Williams  Qualified Prospects... ✓ Are eligible to buy based on a fit within the selling strategy ✓ Are reasonably accessible and willing to consider the sales offering ✓ Can be added to the customer base at an acceptable level of profitability Professional Selling: Module 5: Ingram LaForge Avila A Trust-Based Approach Prospecting and Pre-Approach Schwepker Jr. Williams  Importance of Effective Prospecting 100 Suppose it takes 10 leads to generate one qualified prospect Leads And suppose it takes 10 qualified prospects to generate one customer You would need 100 leads to generate one customer. One Customer Professional Selling: Module 5: Ingram LaForge Avila A Trust-Based Approach Prospecting and Pre-Approach Schwepker Jr. Williams  Importance of Effective Prospecting 50 The better the lead generation method, the higher the proportion of qualified leads. Leads The more accurate the qualifying process, the higher the proportion of customers per qualified lead. Improving the lead generation method so that 10 leads generates two qualified customers means you will need only 50 leads to One generate one customer. Customer Professional Selling: Module 5: Ingram LaForge Avila A Trust-Based Approach Prospecting and Pre-Approach Schwepker Jr. Williams  Gathering Precall Information: The Prospect The prospect’s name and title Correct spelling and pronunciation can be gathered by asking the receptionist or secretary or gatekeeper to verify information. Professional Selling: Module 5: Ingram LaForge Avila A Trust-Based Approach Prospecting and Pre-Approach Schwepker Jr. Williams  Gathering Precall Information: The Prospect Is this prospect willing to take risks? Are they confident with their decision making? May have to ask the prospect Professional Selling: Module 5: Ingram LaForge Avila A Trust-Based Approach Prospecting and Pre-Approach Schwepker Jr. Williams  Gathering Precall Information: The Prospect Is the buyer involved in their community? Do they belong to clubs or professional organizations? Observe club or organizational honors displayed in the office. Professional Selling: Module 5: Ingram LaForge Avila A Trust-Based Approach Prospecting and Pre-Approach Schwepker Jr. Williams  Gathering Precall Information: The Prospect Does the prospect have hobbies or interests they are proud of? Observation of office. Professional Selling: Module 5: Ingram LaForge Avila A Trust-Based Approach Prospecting and Pre-Approach Schwepker Jr. Williams  Gathering Precall Information: The Prospect What is the prospect’s personality type? Easy going? All business? Observation and experience with buyer. Professional Selling: Module 5: Ingram LaForge Avila A Trust-Based Approach Prospecting and Pre-Approach Schwepker Jr. Williams  Gathering Precall Information: The Prospect Where did this prospect grow up? Where were they educated? Look for diplomas. Ask. Professional Selling: Module 5: Ingram LaForge Avila A Trust-Based Approach Prospecting and Pre-Approach Schwepker Jr. Williams  Gathering Precall Information: The Prospect’s Organization What type of business are we dealing with? Can be gathered from a directory and company web site. Professional Selling: Module 5: Ingram LaForge Avila A Trust-Based Approach Prospecting and Pre-Approach Schwepker Jr. Williams  Gathering Precall Information: The Prospect’s Organization To what market does the company sell? Who are its primary competitors? What does the company make & sell? Annual reports and company web site. Professional Selling: Module 5: Ingram LaForge Avila A Trust-Based Approach Prospecting and Pre-Approach Schwepker Jr. Williams  Gathering Precall Information: The Prospect’s Organization 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? Salesperson may have to ask for this information. Professional Selling: Module 5: Ingram LaForge Avila A Trust-Based Approach Prospecting and Pre-Approach Schwepker Jr. Williams