Post on 11-Jan-2017
IMPORTANCE OF SUSPECTING IN SALES PROCESSLEVEL 1
Sales Process
There are only three categories of individuals to any sales process : SUSPECTS – PROSPECT – CLIENT
1) Suspects : Anyone & Everyone2) Prospects : Qualified Ones3) Clients : Awarded Ones
Suspecting
What is Suspecting ?Suspecting is an activity of creating a market place for marketing your specific product.
Why you need suspecting ?“ If one likes you, will trust you & if one trust you ,will buy from you “. “You need to know the customer before you know the need”-Arun
Suspecting Vs Prospecting
Suspecting :•You only “Educate” a suspect not qualify.•Suspect could be Anyone & Everyone.•A Failed prospect is your suspect.
Prospecting :•You “Qualify” a suspect to be your prospect.•Prospect is someone who has NEED , BUDGET & AUTHORITY.• A closed Prospect is your best source of prospect.
24*7
Closing : is what you do sometime.Prospecting : is what you do most of time. Suspecting : is what you do all the time.
9:00 to 5:00 VS 24*7• More you network more you grow. •We are in networking business & not in manufacturing business .•1=100 Everyone has their own circle of influence , adding 1 means adding 100. “Your Network is your Networth”
Ways of suspecting
1. Natural Market2. Referrals3. Colleagues : Present & Past4. Cold Calling5. Social Media Network6. Vendors & Suppliers7. Competitors
Advantages of Suspecting
“Never keep your pond dry”
You are never short of prospects. Your target is not your worry. You are ready for new profile.You are an Asset & not Liability.
Do & Don’t
DO•Have everything recorded.•Use a standard format for database.•Set a day target.•Educate your suspects.•Choose from varied sectors & regions.•BE IN TOUCH
Don’t:•Don’t keep your contact in your memory. •Not to have different files for different database.•Don’t keep anything for tomorrow.•Never Train your prospects.•Don’t look at class only , go for Mass also.•AVOID OCASSIONAL MEETINGS.
Prepare & Share
What is UNTOLD, Remains UNSOLD.
Sharing is Caring, If you don't “TRUST” your colleague why your suspects do so?
Teamwork Makes the Dream Work.
1 & 1 gives 1, 2 , 11 & 0 , its us who put maths in it.
BEST OF LUCK !