FOLLOWING UP

CLOSING THE SALE

HANDLING OBJECTIONS

MAKING THE SALES PRESENTATION

APPROACHING THE PROSPECT

Pre approach: QUALIFYING PROSPECTS

PROSPECTING: IDENTIFYING POTENTIAL CUSTOMERS

The Personal Selling Process

PROSPECTING

THE PURPOSE OF
PROSPECTING IS TO
GET AN
APPOINTMENT.
 Prospecting:
• Process of identifying new customers
or existing customers with limited business
• And converting them to customers…
• A key responsibility of a sales
representative

Pre-approach (Qualifying)
Finding and analyzing
information about prospects
Evaluating a prospect’s
potential
 SOURCES OF NEW CLIENTS
NEWS YELLOW
PAPER RADIO PAGES

INTERNET TV OUTDOOR

DIRECT CABLE MAGAZINES

MAIL
 Keys to Prospecting Success
• Confidence
• Do Not Mislead or Pressure
• Appropriate Objectives
 Why Prospecting Fails!
• The decision is too big for the prospects to
make over the phone.
• You are too aggressive
• Prospects are saying “No”
• You are stonewalled at reception
• Prospect will not call you back
 5 Step Prospecting Script
• Step 1 - Introduce Yourself & Greet the
Prospect
– Pronunciation
– Tone & Attitude
– Checking for convenience
 5 Step Prospecting Script
• Step 2 – Who you are & Why you are
calling
– Looking for an Need or Information
– Inviting to an Event
 5 Step Prospecting Script
• Step 3 – Getting the Prospect to do
Something
– Easy & Convenient Action
– Take the Initiative
– Appear Eager to meet prospect
 5 Step Prospecting Script
• Step 4 – Concluding & Verifying
– Gather Additional Information
– Confirm meeting One day prior to meeting
date
 5 Step Prospecting Script
• Step 5 – Thank the Employer
– Thank the employer for their time –
regardless of the outcome of the
conversation!
Prospecting methods

• Cold calls
• Leads
• Referrals
 Cold Calls

• You are not known by the customer

• Your company may or may not be known
by the customer
• Relationship must be established
– Sources:
• Provided by industry listings
• Service department
• Trade shows
 Leads

• Better target than cold call

• Determined to have a general need and or
interest in your product or service
– Sources:
• Current customers
• Other sales people in your line of business
• Networking
• Associations etc.
 Referrals

• Most productive of prospecting tools

– Seek referral from existing customer, supplier,
industry professional
– Ask for referrals or ask about third party you
are interested in
– Ask permission to use them as reference
– Inquire about a referral letter
– Offer to write the letter
 A Key to Success

Stay Close to
Your
Customer
and
LISTEN!