3391 prospecting net

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Presentation Transcript

Slide1: 

Prospecting

The 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 7

What 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 growth

How 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 Partner

Characteristics 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 buy

Sources 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-effort

Sources for Obtaining Leads: 

Sources for Obtaining Leads Canvassing Spotters Bartenders, hairstylists, cab drivers, doormen Telemarketing Sales letters Observation Press Public records

Keys 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