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  • 02 Sales Process & Prospecting

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    Sana Surve
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    This document discusses the key skills and processes needed for effective sales prospecting and conversion. It emphasizes the importance of [1] structured sales skills including prospecting, approaching prospects, closing sales, and providing end-to-end service. The sales process involves [2] setting goals, sharing success stories, and prospecting to get appointments, with the goal of [3] converting prospects to customers through objection handling and closing sales. Prospecting methods include tapping existing networks, clubs, and local events to build a list of sales prospects.

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    This document discusses the key skills and processes needed for effective sales prospecting and conversion. It emphasizes the importance of [1] structured sales skills including prospecting, approaching prospects, closing sales, and providing end-to-end service. The sales process involves [2] setting goals, sharing success stories, and prospecting to get appointments, with the goal of [3] converting prospects to customers through objection handling and closing sales. Prospecting methods include tapping existing networks, clubs, and local events to build a list of sales prospects.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Flag for inappropriate content
    4 views15 pages

    02 Sales Process & Prospecting

    Uploaded by

    Sana Surve
    This document discusses the key skills and processes needed for effective sales prospecting and conversion. It emphasizes the importance of [1] structured sales skills including prospecting, approaching prospects, closing sales, and providing end-to-end service. The sales process involves [2] setting goals, sharing success stories, and prospecting to get appointments, with the goal of [3] converting prospects to customers through objection handling and closing sales. Prospecting methods include tapping existing networks, clubs, and local events to build a list of sales prospects.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
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    of 15

    What do you need to project the right

    brand?

    AWARENESS Grooming

    SKILL Communication

    STRUCTURED Create need for your


    SALES SKILLS product
    Your Structured Sales Skills Process

    P A C E
    Prospecting Approach Closing End-To-End-Service

    • How do you get


    • Fixing up • Objection handling
    your prospects?
    appointments • Closing the call
    • Opening you call
    • Build Conversation • Ensuring excellent
    • Giving Solutions post sales service
    Your Structured Sales Skills Process

    P A C E
    Lets, Set Goals!!
    Share a success story you know!
    I AM CHARLIE!
    Prospecting Involves

    Money
    Authority
    Suspecting Prospecting
    Need or Desire
    Prospect to Conversion – The Rule

    10
    Calls

    4
    Appointments

    1
    Closure

    What does this equation mean?


    Know Your Customers
    Health
    Anxious
    Customer

    Health Health
    Savvy Chronic
    Customer Customer

    Existing Customers
    Where Do You Find Your Customers?
    1 2 3 4

    Health Savvy Health Anxious Health Chronic Existing Customer


    Customer Customer Customer • References
    • Gymnasiums • You regular data of • Hospitals • Previous
    • Yoga centres customers • Speciality Hospitals Organization
    • Joggers Parks… • People at joggers • Pathological Centres
    park
    …....Where else?
    ..…...Where else?
    …….Where else? …….Where else?
    How Do You Tap Them?

    Some methods of Prospecting would be

    A. My Phone Book
    B. 100 Names
    C. Center Of Influence
    D. Club / Community
    E. Low Cost Business Shows
    F. Venue Kiosks
    G.5 Around
    Time To Work On Our Workbook

    A. My Phone Book
    B. 100 Names
    C. Center Of Influence
    D. Club / Community
    E. Low Cost Business Shows
    F. Venue Kiosks
    G.5 Around
    Keep Track Of Your Prospects
    Success Speaks
    Remember

    • All the methods discussed are to create a prospect list

    • Try and take appointments OR contact details for an appointment

    • Avoid completing the call at the venue, unless absolutely necessary

    • All the methods are to be repeated regularly so that your list keeps updating

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