PROSPECTING AND QUALIFYING  Greet the prospects.

Stages in the personal selling process  Introduce yourself.

1. prospecting and qualifying prospects  Offer a warm handshake.
2. prospecting and qualifying prospects  Discuss first few related matters.
3. approaching the prospect  Introduce the product.
4. making the sales presentation and demonstration Sales approach methods
5. negotiating prospect resistance and objections 1. Compliment Method
6. confirming and closing the sale a. It involves giving sincere compliments to the
7. following up and servicing the account prospects, focusing on their achievements,
Importance of prospecting appearance or any other positive aspect.
 Need to increase total sales b. It aims to make the prospects feel valued and
 Customers have switched to other suppliers. appreciated.
 Customers’ businesses have been taken over by another c. Remember!
company. i. Compliments MUST be genuine and
 Customers have a one-time need for the product. specific to the individual, rather than
 Relationships have deteriorated. generic or insincere.
 Contacts have been promoted, demoted, transferred, or 2. Question Method
fired or they have resigned or retired. a. It involves asking questions to the prospects
 Customers have moved out of the previous locale. that will eventually lead to the introduction of the
 Customers have gone out of business. product.
 Customers have died. b. It aims to make the prospects feel that the
Prospecting for Leads salesman is interested in getting to know them
1. Random Searching more.
a. sometimes called “blind” searching” c. Remember!
b. generates leads by randomly calling on i. Questions MUST not be too personal
businesses and MUST be relevant to the product
c. Examples of random-lead searching being offered.
strategies 3. Benefit Method
i. Door-to-door canvassing a. It involves the salesperson stating the benefits
ii. Cold Calling the prospects can get from a product or service.
iii. Advertising b. It aims to make the prospects feel that the
iv. Electronic Mail and Websites benefit they will get will satisfy their need.
2. Selective Searching c. Remember!
a. refers to systematic strategies to generate leads i. Determine the prospect’s specific
from predetermined target markets needs first in order to know which
b. Examples of selective-lead searching benefits will match them.
strategies 4. Curiosity Method
i. Friends, neighbors and acquaintances a. It is a sales approach that starts off with making
ii. Current and former customers a statement that will pique the prospect’s
iii. Mailing lists and directories curiosity.
iv. Personal observation b. It aims to arouse the prospect’s interest and get
v. Centers of influence their full attention.
vi. Endless chain c. Remember!
vii. Group prospecting i. Determine the prospect’s specific
viii. Internet needs first in order to know what
ix. Company records might pique their curiosity.
x. Surveys 5. Shock Method
The Prospecting Plan a. It involves showing the prospect a startling fact,
 Set objectives for prospecting image or statistic to emphasize what might
 Allocate time in prospecting happen to them without the product or service.
 Be familiar with prospecting techniques b. It aims to literally shock the prospect and make
 Choose one or more prospecting techniques them realize the importance of the product and
 Systemative the prospecting plan urgency of purchasing one.
 Evaluate the results
Qualifying prospects SALES PRESENTATION AND DRAMATIZATION
For a lead to qualify as a prospect, it must adhere to four (4) basic Sales Presentation Formula
criteria: 1. Catching Attention
1. Need to buy a. can be done by using the different sales
2. Ability to buy approach methods
3. Willingness to buy b. aims to build the prospect’s trust and confidence
4. Authority to buy 2. Creating Interest
a. occurs when the prospect becomes engrossed
SALES APPROACH in listening to the salesman
Planning the Sales Call 3. Developing Desire
 Request for an appointment a. aims to give the prospect an intense feeling of
 Check the contents of your sales kit wanting to own or use the product
 Think about the possible questions and objections and 4. Producing Conviction
come up with answers a. make the prospect realize the need for the
 Make yourself look presentable product and buying it is a priority
 Determine the right approach and strategy to use 5. Securing Action
Sales Approach a. obtains a favorable response from the prospect
 It is the time when the salesman and the prospect first - closing the sale
meet. 6. Providing Satisfaction
 It is the start of the actual sales interview. a. clear out any remaining doubts in the mind of
 In this stage, the salesman MUST focus on certain the prospect
preliminaries to develop rapport with the prospect. Factors In Sales Presentation
Creating a favorable first Impression  Salesman Factor
 o making and leaving a favorable first impression
to the prospects
 Need Factor
o emphasizing and making the prospect realize
their urgent need for the product
 Product Factor
o explaining the product and its features
thoroughly
o highlighting why the product is the best solution
for their problems
 Service Factor
o mentioning the further assistance the company
can provide to the prospect
 Price Factor
o justifying the price of the product by comparing it
to the amount of benefits it can provide to the
prospects
 Time Factor
o reaching out to the prospects in their most
convenient time
Sales Presentation and Dramatization
1. Discussion
a. involves educating and informing prospects
about the product, its features and its benefits
2. Dramatization
a. shows how the product is used
3. Participation
a. prospects are given ample time to ask questions
and express their objections