Selling Process & Models

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 Selling Skills
Grooming
Punctuality
Mannerisms
Do Your Homework – about the prospects
business, turnover, number of branches a lot of
information is available online, do a search and
be prepared even if you chose not to use the
information when you meet
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Sales people should know about Products,
Company / Organization, Competition, New
Trends

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 Sales Prospecting
Sales Prospecting is the process of reaching out
to potential customers in hopes of finding new
business

Prior to prospecting, sales organizations often

 purchase lists of raw sales leads.

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Other times prospectors build lists of leads
themselves by researching target accounts or
utilizing solutions that provide contact data.

Once the lead list is assembled, reps begin

contacting the leads via phone calls or email.

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It has become common for businesses to have a
team of dedicated prospectors (often known as
sales development reps or SDRs).

These reps only handle prospecting for new

business while actual sales activity is handled by
account executives.
Reps frequently reach out to leads multiple
times in order to initiate contact. 
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While sales prospecting is routinely associated
with cold calling, in actuality there’s a diverse
range of prospecting tactics that inside sales
reps use in order to grow pipeline.

Sales development reps frequently use emails to

initiate contact with new leads. 
Snail mail may also help to initiate contact with
new leads

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First off, let’s take a page from direct marketing
and its age-old formula referred to as AIDA i.e.
Attention, Interest, Desire, and Action.
Think of prospecting as the process of creating
attention and interest—enough interest to win a
conversation to explore the subject area more
deeply.
The goal of prospecting is to create interest and
convert that interest into a conversation.

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Targeting
Salespeople often call too low in the
organization and try to start a groundswell by
working their way up.
Reach high to the decision makers.
Value
At first, sell the idea that the prospects’ time will
be well-spent if they elect to speak with you
Then how their lives can be enriched by working
with you.
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Multiple Attempts
It takes more attempts than most people think
to get through to top prospects.
It can often take seven, eight, nine, or more
attempts to get through to someone.
That number goes up and down—across
different industries and when you reach out to
different titles.
What’s always true though is that it takes more
attempts to get through to your targets than you
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Thank You!

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