Painless Prospecting

Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.biz

Craig James

Sales Solutions

May 13th, 2008

Agenda

How to use this medium Introductions Content Closing Q&A

What is prospecting?

First contact

You are unknown to the prospect

How does the mere thought of prospecting make us feel?

Why is prospecting painful?

It's a low return-on-time activity

We often get ignored

We meet with lots of resistance

Why makes cold calling unappealing?

We expect the worst “I’m not interested” “I’m busy” (You’re interrupting me) “We’re happy with our current

provider” “I hate telemarketers”

What makes cold calls “cold”

No relationship

No rapport

No trust

Why else?

We don’t know what to say when we hear these objections to the gatekeepers when we get voice mail when we actually get someone

who’s willing to listen!

How can we make prospecting less painful?

Set realistic expectations

Adjust our attitudes

Prepare ourselves

Use tools

Expectations and attitude Expectations

You will get more nos than yesses The best baseball players make

out twice as often as they get a hit! Attitude

Apprehension - it’s normal! “I am not a telemarketer!” Don’t take nos personally Rejoice at the yesses! Worse thing that could happen?

Preparation and Tools

Learn about your prospects

Create and use tools

Research

Research your prospects. Learn about Their business Their challenges Their management Their competitors

Create and Use Tools

Know the benefits you offer Create a script and practice it Know the most common objections

and your responses Develop qualifying questions Consider making a pre-call contact

(letter, email)

Scripts

E-mail Templates

Letter Templates

List of benefits and features

Comparing the tools

Cold calling

E-mail

Letter

Eventually you have to call!

What is the goal of an initial call? It is not to close a sale It is to

establish a relationship by building rapport and trust

stimulate interest and desire by conveying benefits

determine if prospect is qualified by asking questions

schedule a meeting or next call

Elements of an effective cold call State who you are, the company you

represent, and what you do Ask a question Present a concise benefit statement Ask a “what do you think” question Ask a short series of discovery and

qualifying questions Schedule a meeting or second

discussion

How to handle resistance

I’m not interested” “I’m busy” (You’re interrupting me) “We’re happy with our current

provider” “I hate telemarketers” “I don’t believe you”

Summary

Prospecting doesn’t have to be painful it doesn’t even have to be cold!

The best way to overcome prospecting reluctance is to be prepared

Closing Q & A

Sales Solutions

Service Offerings Skill Enhancement/Sales Process

Improvement One-on-One Sales Coaching Customized Sales Consulting Strategic and Tactical Advisory

for live deals

Painless Prospecting

Craig James

Sales Solutions

877-862-8631

info@sales-solutions.biz

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Painless Prospecting

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