Prospecting and Pre-approach - PowerPoint by aah15699

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									         Module Five

Prospecting and Pre-approach
                         Learning Objectives


              1. Explain strategic prospecting.
              2. Discuss why prospecting can be a
                 challenging task for a salesperson.
              3. Explain where salespeople find prospects.
              4. Understand the importance of gathering
                 and studying precall information.




Professional Selling:                  Module 5:            Ingram  LaForge Avila
A Trust-Based Approach       Prospecting and Pre-Approach   Schwepker Jr. Williams
                            Setting the Stage

                         Using Questions to Qualify
                            Potential Customers

                    1. What are the two categories Mike
                       Ciccheto uses to organize his
                       prospects?
                    2. Why does Mike categorize his
                       prospects?




Professional Selling:                      Module 5:            Ingram  LaForge Avila
A Trust-Based Approach           Prospecting and Pre-Approach   Schwepker Jr. Williams
          Why Buyers Won’t See Salespeople

        1.      They may have never heard of the
                salesperson’s firm.
        2.      They may have no need; they just bought the
                product category.
        3.      The buyer may have their own deadlines on
                other issues.
        4.      Buyers are constantly getting calls from
                salespeople and do not have the time to see
                them all.
        5.      Gatekeepers in any organization screen their
                bosses’ calls and are often curt and even rude.

Professional Selling:                    Module 5:            Ingram  LaForge Avila
A Trust-Based Approach         Prospecting and Pre-Approach   Schwepker Jr. Williams
                                 Prospecting

                         Sales              The process of
                         Leads              identifying, qualifying,
                                            and prioritizing
                 Screening                  organizations and
                Procedures                  individuals that have the
               for Qualifying               need for and potential to
                   Leads                    purchase the
                   Qualified
                                            salesperson’s market
                   Prospects                offering of products and
                                            services.

Professional Selling:                      Module 5:            Ingram  LaForge Avila
A Trust-Based Approach           Prospecting and Pre-Approach   Schwepker Jr. Williams
    Popular Prospecting Sources & Methods


                             External Sources
                             Internal Contact
                             PersonalSources
                                   –
                                   –
                                   –    Company
                                       Referrals
                                     Observation Records
                                   –
                                   –
                                   –    Lists and Directories
                                       Introductions
                                     Cold Canvassing
                                   –
                                   –
                                   –    Advertising
                                       Community Inquiries
                                     Trade Shows Contacts
                                   –    Telephone Influence)
                                       (Centers of Inquiries
                                   –
                                   – Bird Dogs (Spotters)
                                       Organizations
                                   –    Mail Inquiries
                                   –
                                   –   Non-competing Wide
                                        Internet or World
                                       Salespeople
                                        Web
                                   –   Visible Accounts




Professional Selling:              Module 5:                Ingram  LaForge Avila
A Trust-Based Approach   Prospecting and Pre-Approach       Schwepker Jr. Williams
                            Qualified Prospects . . .


                          Can benefit from the sales offering
                          Have the financial wherewithal to
                            make the purchase
                          Play an important role in the
                            purchase decision process




Professional Selling:                          Module 5:            Ingram  LaForge Avila
A Trust-Based Approach               Prospecting and Pre-Approach   Schwepker Jr. Williams
                           Qualified Prospects . . .


                 Are eligible to buy based on a fit within
                         the selling strategy
                 Are reasonably accessible and willing to
                         consider the sales offering
                 Can be added to the customer base at an
                         acceptable level of profitability




Professional Selling:                          Module 5:            Ingram  LaForge Avila
A Trust-Based Approach               Prospecting and Pre-Approach   Schwepker Jr. Williams
           Importance of Effective Prospecting

                                                                100
         Suppose it takes 10 leads to generate one
                                                               Leads
         qualified prospect

         And suppose it takes 10 qualified prospects
         to generate one customer


          You would need 100 leads to generate one
          customer.
                                                             One
                                                           Customer
Professional Selling:                Module 5:            Ingram  LaForge Avila
A Trust-Based Approach     Prospecting and Pre-Approach   Schwepker Jr. Williams
           Importance of Effective Prospecting

                                                                50
         The better the lead generation method, the
                                                               Leads
         higher the proportion of qualified leads.

         The more accurate the qualifying process,
         the higher the proportion of customers per
         qualified lead.

          Improving the lead generation method so that
          10 leads generates two qualified customers
          means you will need only 50 leads to         One
          generate one customer.                     Customer
Professional Selling:                Module 5:            Ingram  LaForge Avila
A Trust-Based Approach     Prospecting and Pre-Approach   Schwepker Jr. Williams
                  Gathering Precall Information:
                          The Prospect


                          The prospect’s name and title



                          Correct spelling and
                          pronunciation can be gathered
                          by asking the receptionist or
                          secretary or gatekeeper to verify
                          information.

Professional Selling:                Module 5:            Ingram  LaForge Avila
A Trust-Based Approach     Prospecting and Pre-Approach   Schwepker Jr. Williams
                  Gathering Precall Information:
                          The Prospect


                            Is this prospect willing to take
                            risks? Are they confident with
                            their decision making?


                            May have to ask the prospect




Professional Selling:                Module 5:            Ingram  LaForge Avila
A Trust-Based Approach     Prospecting and Pre-Approach   Schwepker Jr. Williams
                  Gathering Precall Information:
                          The Prospect


                           Is the buyer involved in their
                           community? Do they belong to
                           clubs or professional
                           organizations?

                           Observe club or organizational
                           honors displayed in the office.




Professional Selling:                Module 5:            Ingram  LaForge Avila
A Trust-Based Approach     Prospecting and Pre-Approach   Schwepker Jr. Williams
                  Gathering Precall Information:
                          The Prospect


                           Does the prospect have
                           hobbies or interests they are
                           proud of?


                           Observation of office.




Professional Selling:                Module 5:            Ingram  LaForge Avila
A Trust-Based Approach     Prospecting and Pre-Approach   Schwepker Jr. Williams
                  Gathering Precall Information:
                          The Prospect


                           What is the prospect’s
                           personality type? Easy going?
                           All business?


                           Observation and experience with
                           buyer.




Professional Selling:                Module 5:            Ingram  LaForge Avila
A Trust-Based Approach     Prospecting and Pre-Approach   Schwepker Jr. Williams
                  Gathering Precall Information:
                          The Prospect


                           Where did this prospect grow
                           up? Where were they
                           educated?


                          Look for diplomas. Ask.




Professional Selling:                 Module 5:            Ingram  LaForge Avila
A Trust-Based Approach      Prospecting and Pre-Approach   Schwepker Jr. Williams
                  Gathering Precall Information:
                  The Prospect’s Organization


                           What type of business are
                           we dealing with?



                           Can be gathered from a
                           directory and company web
                           site.



Professional Selling:                Module 5:            Ingram  LaForge Avila
A Trust-Based Approach     Prospecting and Pre-Approach   Schwepker Jr. Williams
                  Gathering Precall Information:
                  The Prospect’s Organization


                          To what market does the company
                          sell?
                          Who are its primary competitors?
                          What does the company make & sell?

                          Annual reports and company web
                          site.




Professional Selling:                Module 5:            Ingram  LaForge Avila
A Trust-Based Approach     Prospecting and Pre-Approach   Schwepker Jr. Williams
                  Gathering Precall Information:
                  The Prospect’s Organization

                         Who and how many vendors does the
                         prospect presently buy from?
                         How much and how long have they
                         been purchasing from their
                         supplier(s)? What challenges is the
                         organization facing?
                          Salesperson may have to ask for
                          this information.



Professional Selling:                 Module 5:            Ingram  LaForge Avila
A Trust-Based Approach      Prospecting and Pre-Approach   Schwepker Jr. Williams

								
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