5Strategic

Prospecting and Preparing for

Sales Dialogue

5Learning Objectives

Discuss why prospecting is an important and challenging task for salespeople.Explain strategic prospecting and each stage in the strategic prospecting process.Describe the major prospecting methods and give examples of each method.

L 1

L 2

L 3

5Learning Objectives

Explain the important components of a strategic prospecting plan.Discuss the types of information salespeople need to prepare for sales dialogue.

L 4

L 5

5Why Buyers Won’t See Salespeople

1. They may have never heard of the salesperson’s firm.2. They may have just bought the salesperson’s product

category, and there is presently no need.3. Buyers may have their own deadlines on other issues,

and they are not in a receptive mood to seeany salespeople.

4. Buyers are constantly getting calls fromsalespeople and do not have the time tosee them all.

5. Gatekeepers in any organization screentheir bosses’ calls and sometimes arecurt and even rude.

5The Importance and

Challenges of Prospecting

• Customer-bases are not permanent, salespeople may lose customers due to:– Low satisfaction– Competition– Economic fluctuation– Other forms of attrition

• The prospecting process is can be long– It may take weeks to replace a lost customer

with a new one– Revenue streams can fluctuate if “pipeline” isn’t managed

• _______________________and often includes a lot of rejection

5Ethical Dilemma

5The Strategic Prospecting Process

A process designed to ________, ________, and ___________ sales opportunities, whether they represent potential new customers or opportunities to generate additional business from existing customers.

Sales Funnel orPipeline: A representationof the trust-based sales process and strategic sales prospecting process.

5Strategic Prospecting Process

Sales Leads or Suspects• Generated from Internal or External Sources• Lead Generation Methods Should be Managed

Qualifying Process• Need?• Financial Resources• Authority to Make Purchase Decision

Sales Prospect• Prioritize Prospect List• Initiate Pre-Call Planning

Ideal Customer Profile: The characteristics of a firm’s best customers or the perfect customer.

5Popular Prospecting Sources & Methods

5Developing a Strategic

Prospecting Plan

5Developing a Strategic

Prospecting Plan

5Gathering Precall Information:

The Prospect

5Gathering Precall Information:

The Prospect’s Organization

5Ethical Dilemma

5Role Play