Prospecting

Refers to a sequential series of actions by the salesman that leads toward the customer taking a desired action and ends with a follow-up to ensure purchase satisfaction.

Prospecting Pre-approach Approach Sales Presentation Handling Objections Close a Sale Follow-up

is a potential prospect that may or may not have what it takes to be a true prospect

is the process of locating potential customers for a product or service.

 is

the potential customer of a salesmans product where the salesman has already identified the ability of the person to buy the product.

is the process of determining whether a lead is in fact a prospect.

is a potential sales contact or an individual or organization that expresses an interest in your goods or services.

need or want for the product or service ability to buy Authority to buy approachable eligible

He must have a NEED for the product or service He must be able to AFFORD the purchase He must be AUTHORIZED to purchase the product.

The need for the product The thing to fill the need of the product The source The price The time to buy

Is an influence which urges an individual to spend his money for a particular product or service.

Profit and gain Saving and economy Comfort and convenience Safety Happiness Pride Fear imitation

process - a series of things that are done in order to achieve a particular result. sequential - following in order of time or place . desire - a strong wish to have or do something. prospect potential; possible authorize - officially permitted

 motive

- a reason for doing something urge - a strong desire to do something; to advise or try hard to persuade somebody to do something pride self-esteem; feeling of pleasure imitation follow; copy

The cold-canvassing Method 2. The use of lists 3. Advertising and direct mail 4. Satisfied customers 5. The endless-chain method 6. The center of influence method 7. Spotter (bird dogs) 8. Public exhibition and trade shows
1.

9. Telemarketing 10. Networking 11. Social media 12. Other internet uses 13. Seminars and webinars 14. Data Mining and CRM Systems 15. Sales letters 16. Other leads sources

the salesman has no advance information as to the needs or financial status of each of these prospects. best for companies that sell products directly to consumer.

through telephone directories and membership the list must be kept up to date

advertisements generates the interest of the customers on the product or service the company can send mail to the prospects home or office and vice-versa

not only becomes repeated customers but also recommends new ones who become the salespersons leads.

obtaining at least one additional prospect from each person the salesperson interviews.

cultivating relationship with influential people

usually in a position to find out when someone is ready to make a purchase decision. moves from house to house spotting out prospects. locates the prospects and report them to the senior salesmen who would take over the responsibility of selling as the experienced professionals.

effective for new products

used to communicate with customers or leads for additional information.

is the utilization of personal relationships by connecting individuals and make them cooperate to achieve goals.

using online tools to prospect for new customers and maintain contact with existing customers.

used to connect to individuals and companies that may be interested in the products and services like email, website, forums, etc.

Seminars a conference or other meeting for discussion or training. Webinars - a seminar conducted over the Internet.

developing interactive databases that contain information about leads, prospects, and customers.

writing personal letters to potential leads.

Personal observation Non-sales employees Govt agencies Salesmen for related products Members of association Good friends

Keep good records keeping an accurate and up-to-date record of customers. Set quotas to target numbers of prospect or customers to visit. Evaluate results evaluating performance, methods, efforts, and territory to find out where improvement could be affected.

Experiment with new methods to get the attention of prospect. Follow through to convert the prospect into a customer.

Personal call visits the prospect to convince him of his products. Telephone appointment the easiest way to make an appointment; to make sure that the prospect is available. Use of cards and letters

Use of third parties Use of samples Use of gifts

accurate exact; correct territory place quota a fixed amount of something that must be done; an amount of something that somebody needs or expects to have or achieve evaluate assess; consider carefully spotted saw; found convince persuade effort use of physical or mental energy appointment a formal arrangement to meet at a particular time and place

Among the 12 different ways in obtaining a prospect, choose at least 5 that you think are the best methods for you to use and explain how you are going to do it.