Sales Prospecting Strategies
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Transcript of Sales Prospecting Strategies
Account Relationship Building/UpsellReferralsSocial Networking and EventsTargeted Prospecting CampaignCold CallingSending Mass-mailing/e-blastsRelying on Advertising and Marketing
Turn up the heat!
Numbers Game Funnel - Cold to Close
Emails/Dials/Drop InsMeaningful Conversations
PresentationsProposals
Closed Deals
1008421
5 Reasons to Conduct Pre-approach research
1. Identify qualified buyers2. Take existing accounts to a higher-level3. Increase the likelihood of getting
appointments from prospecting4. Save BSM & Client time5. Present an image of an informed
consultant rather than a salesperson
Amateurs Wing It - Professionals Research & Organize
Jeffrey Gitomer: Sales BlogGary Vaynerchuk: Jab, Jab, Jab, Right Hook
Listen up!!! Create a Credibility Statement!
1. Cite general benefits BSM provide that relate to the buyer’s needs.
2. Give results of how specific clients have benefitted.
3. Suggest that similar benefits are possible.4. Transition to the next step.