Chapter-72819 Prospecting the Lifeblood of Selling

7/29/2019 Chapter-72819 Prospecting the Lifeblood of Selling

1/23

Ch. 7 ProspectingTheLifeblood of Selling

Chapter

7

Copyright 2006 by The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill/Irwin


2/23

7-2

Exhibit 7-1: The Selling Process Has

10 Important Steps

10. Follow-up

9. Close

8. Trial close

7. Meet objections

6. Determine objections

5. Trial close

4. Presentation

3. Approach

2. Preapproach/planning

1. ProspectingThe sales processis a sequential

series of actions


3/23

7-3

Some Prospect, Some Do Not

Many salespeople prospect, both those

selling business-to-business and those

selling to consumers

Examples are:


4/23

7-4

Compensation for the Salesperson who

Prospects is Often:

Based upon 100% commission if you do

not sell, you do not earn


5/23

7-5

ProspectingThe Lifeblood of Selling

Qualified prospect is MAD

M

A

D


6/237-6

Exhibit 7-2: Before the Sales Presentation


7/237-7

Steps Before the Sales Presentation

Prospecting > appointment > planning

Rule of thumb

40%

20%

40%


8/237-8

ProspectingThe Lifeblood of Selling

Prospect

Prospecting

Lead


9/237-9

Where to Find Prospects

Persons selling different services and goods

might not use the same sources


10/237-10

Planning a Prospecting Strategy

Prospecting requires a strategy that can be

constantly improved


11/237-11

Prospecting Methods

E-prospecting on the Web

Individuals

Organizations

Cold canvassing

Endless chain customer referral

Orphaned customers

Sales lead clubs


12/237-12

Prospecting Methods, cont

Prospect lists

Become an expert get published

Public exhibitions and demonstrations

Center of influence

Direct mail

Telephone and telemarketing

Observation

Networking


13/237-13

Prospecting Guidelines

Three criteria are:

1.Customize

2.Concentrate

3.

Always keep knocking on prospects and

customers door to help them


14/237-14

Exhibit 7-7: Components of the Prospect

Pool


15/237-15

The Referral Cycle

Obtaining referrals is a continuous processwithout beginning or end

Referral cycle when and how to ask for

referrals

The parallel referral sale

Sell

Obtain


16/237-16

The Referral Cycle, cont

The secret is to ask correctly during referralcycle

The

TheProduct

Service and follow-up contact phase: Customer

service


17/237-17

Dont Mistreat the Referral

Mistreatment can have a ripple effect

The mistreated referral tells your customer

you may lose both!

Remember to follow the Golden Rule


18/23

7-18

Treat the Referral Like a Customer

Once you have sold the referral, and gottenmore referrals, ask the newcustomer to

contact the referringcustomer about her

experience with the salesperson Now you have two customers giving referrals

This can create an endless chain of referrals

quickly filling your prospect pool with onlycustomers and referrals


19/23

7-19

Call Reluctance Costs You Money!

Call reluctance refers to not wanting tocontact a prospect or customer

For many salespeople, owning up to call

reluctance is the most difficult part ofcombating it


20/23

7-20

The 12 Faces of Call Reluctance, cont..

1.Yielder- Fears intruding on others or being pushy

2. Overpreparer- Overanalyzes, underacts

3. Emotionally unemancipated - Fears loss of family

approval, resists mixing business and family

4. Separationist - Fears loss of friends, resists

prospecting among personal friends

5. Hyper-pro - Obsessed with image, fears beinghumiliated

6. Role rejecter- Ashamed to be in sales


21/23

7-21

7. Socially self-conscious - Fears intruding on others orbeing pushy. Intimidated by upmarket customers.

8. Doomsayer- Worries, wont take risks

9. Telephobic - Fears using the telephone forprospecting or selling

10. Stage fright - Fears group presentations

11. Referral aversions - Fears disturbing business orclient relationships

12. Oppositional reflex - Rebuffs attempts to be

coached

The 12 Faces of Call Reluctance, cont

Th 12 F f C ll R l t H t


22/23

7-22

The 12 Faces of Call Reluctance: How to

Conquer the Fear


23/23

7 23

Obtaining the Sales Interview

Key factor in selling process is obtaining asales interview

The benefits of appointment making

Personally making the appointment

Chapter-72819 Prospecting the Lifeblood of Selling

Documents

Transcript of Chapter-72819 Prospecting the Lifeblood of Selling