logging in or signing up 3391 prospecting net Jancis Download Post to : URL : Related Presentations : Share Add to Flag Embed Email Send to Blogs and Networks Add to Channel Uploaded from authorPOINTLite Insert YouTube videos in PowerPont slides with aS Desktop Copy embed code: (To copy code, click on the text box) Embed: URL: Thumbnail: WordPress Embed Customize Embed The presentation is successfully added In Your Favorites. Views: 1232 Category: Entertainment License: All Rights Reserved Like it (1) Dislike it (0) Added: December 14, 2007 This Presentation is Public Favorites: 0 Presentation Description No description available. Comments Posting comment... By: sharmaine25 (16 month(s) ago) please i need this ppt send to my email thanks sharmaine_spb25@yahoo.com Saving..... Post Reply Close Saving..... Edit Comment Close By: chris4u1685 (19 month(s) ago) please i need this ppt can u mail it to chris4u1685@gmail.com Saving..... Post Reply Close Saving..... Edit Comment Close Premium member Presentation Transcript Slide1: ProspectingThe Personal Selling Process: The Personal Selling Process Prospecting And Qualifying Planning The Approach Sales Presentation Negotiating Objections Confirming & Closing Follow Up & Servicing the Account 1 5 6 4 3 2 7What is prospecting?: What is prospecting? PROSPECT - A potential customer that meets the qualification criteria established by your company. PROSPECTING - Identifying potential customers.Why is prospecting important?: Why is prospecting important? Attrition due to: Customers lost to competitors Customers move out of the territory Customers die or go out of business Need ceases Not a repeat business situation Mergers & acquisitions For growthHow do you prospect?: How do you prospect? Obtain leads People who could seemingly benefit from your product or service Name, phone number and address Qualify them Do they meet your qualifying criteria?Slide6: Lead Qualify Prospect Sell Customer Build relationship Partner The Process from Lead to PartnerCharacteristics of a good prospect: Characteristics of a good prospect Authority to buy “Whose approval is needed for the purchase?” “Who exerts influence?” Need or want Approachability Money to buy Eligible to buySources for Obtaining Leads: Sources for Obtaining Leads Satisfied customers Endless chain Center of influence Networking Promotional activities Advertising, contests, free giveaways Lists & directories Effort v. Non-effortSources for Obtaining Leads: Sources for Obtaining Leads Canvassing Spotters Bartenders, hairstylists, cab drivers, doormen Telemarketing Sales letters Observation Press Public recordsKeys to successful prospecting: Keys to successful prospecting Classify prospects Customer type, geography, size, potential Have a prospecting plan maintain prospecting records What info should you keep? establish quotas evaluate performance Try new methods Follow through You do not have the permission to view this presentation. In order to view it, please contact the author of the presentation.
3391 prospecting net Jancis Download Post to : URL : Related Presentations : Share Add to Flag Embed Email Send to Blogs and Networks Add to Channel Uploaded from authorPOINTLite Insert YouTube videos in PowerPont slides with aS Desktop Copy embed code: (To copy code, click on the text box) Embed: URL: Thumbnail: WordPress Embed Customize Embed The presentation is successfully added In Your Favorites. Views: 1232 Category: Entertainment License: All Rights Reserved Like it (1) Dislike it (0) Added: December 14, 2007 This Presentation is Public Favorites: 0 Presentation Description No description available. Comments Posting comment... By: sharmaine25 (16 month(s) ago) please i need this ppt send to my email thanks sharmaine_spb25@yahoo.com Saving..... Post Reply Close Saving..... Edit Comment Close By: chris4u1685 (19 month(s) ago) please i need this ppt can u mail it to chris4u1685@gmail.com Saving..... Post Reply Close Saving..... Edit Comment Close Premium member Presentation Transcript Slide1: ProspectingThe Personal Selling Process: The Personal Selling Process Prospecting And Qualifying Planning The Approach Sales Presentation Negotiating Objections Confirming & Closing Follow Up & Servicing the Account 1 5 6 4 3 2 7What is prospecting?: What is prospecting? PROSPECT - A potential customer that meets the qualification criteria established by your company. PROSPECTING - Identifying potential customers.Why is prospecting important?: Why is prospecting important? Attrition due to: Customers lost to competitors Customers move out of the territory Customers die or go out of business Need ceases Not a repeat business situation Mergers & acquisitions For growthHow do you prospect?: How do you prospect? Obtain leads People who could seemingly benefit from your product or service Name, phone number and address Qualify them Do they meet your qualifying criteria?Slide6: Lead Qualify Prospect Sell Customer Build relationship Partner The Process from Lead to PartnerCharacteristics of a good prospect: Characteristics of a good prospect Authority to buy “Whose approval is needed for the purchase?” “Who exerts influence?” Need or want Approachability Money to buy Eligible to buySources for Obtaining Leads: Sources for Obtaining Leads Satisfied customers Endless chain Center of influence Networking Promotional activities Advertising, contests, free giveaways Lists & directories Effort v. Non-effortSources for Obtaining Leads: Sources for Obtaining Leads Canvassing Spotters Bartenders, hairstylists, cab drivers, doormen Telemarketing Sales letters Observation Press Public recordsKeys to successful prospecting: Keys to successful prospecting Classify prospects Customer type, geography, size, potential Have a prospecting plan maintain prospecting records What info should you keep? establish quotas evaluate performance Try new methods Follow through