Fundamentals of Professional Sales

Getting in the Door

Objectives

After completing this session, you will be able to

► Identify effective ways to prospect and network

► Describe the characteristics of a qualified prospect

► Use direct mail and phone follow-up to initiate contact

High Impact Prospecting

High Impact Prospecting

2. “Nothing happens until somebody sells something.”

1. “Nothing happens until somebody prospects.”

High Impact Prospecting

What is prospecting?

►Prospecting is the first step in the selling process.

►Prospecting means looking for sales opportunities to sell your product or service.

High Impact Prospecting

Why Prospect?

►Companies grow from the sale of their products and services.

►The sale of their products and services is dependent on prospecting; the business cannot grow without prospects.

►Companies often hire inside sales people to identify qualified prospects, make the initial contact and set up an appointment.

Using Prospecting Methods Wisely

► Sales representatives use a variety of prospecting methods to find qualified leads:► Cold canvassing / Cold calling

► Direct mail

► Networking/Social Networking

► Trade shows

► Internet lead generators

► Using a combination methods wisely generates the best results

Prospecting Methods that Work

►Access to company insiders

►Applies to selling products and services or your job search

►Social networking sites bring networking to a whole new level.

Networking

Networking Tips

►The best networkers look for ways to helppeople not ways to sell people.

►Your aim is to “give first!”►Network in places where you feel the most

at ease.►Don’t attend a social event just for the

sake of networking.►Be approachable and enjoyable to talk to.

Places to Network

►Chamber of Commerce►Trade Organizations and Associations► Industry Events►Leisure Activities (sporting events,

hobbies)►Charitable Events

What’s the Point?

The key point is:

that you don’t get business from your friends….you get business from the

friends of your friends.

Social Networking Sites

►Social networking sites provide salespeople with a way to network through the Internet:– Face book– LinkedIn

Qualifying Leads

Qualifying Prospects

►Qualifying prospects is a technique used by salespeople to minimize the number of “no” responses from the prospect and maximize the number of “yes” responses.

►This qualifying technique applies when selling to consumers (B2C) or businesses (B2B).

►How you qualify consumer prospects differs slightly from how you qualify business to business prospects.

►It is critical to take the time to qualify your prospects.

What is Qualifying?

Qualifying Prospects

Effective qualifying requires that:

►You ask questions

►You do your research

►You do NOT assume or jump to conclusions

Qualifying is NOT assuming or stereotyping. Our assumptions can get us in trouble.

Notes

Qualifying prospects

Who is a qualified prospect?

►Has a need or desire to buy

►Has the money to buy

►Has the authority to buy

A qualified prospect is someone who

Strategic Approach

Send an Introductory

Letter

Phone Call or Foot Canvass

Appointment withDecision

Maker

Compile a List of Leads

Using Technology

► Internet lead generators are a good way to manage the Prospecting Process.

Initiating Contact

Initiating Contact

Introductory Letter

►Powerful opening with problem and solution!

►Easy to read

Lots of white space

Short and to the point

Bulleted key points

►Addressed to the stakeholder

►Contain a benefit statement

►Contain a Call to Action

Objectives

You can now

► Identify effective ways to prospect and network

► Describe the characteristics of a qualified prospect

► Use direct mail and phone follow-up to initiate contact

Homework

►Create a scenario for real company and product/service.– Identify the company.– Identify the product or service.– Describe a qualified prospect. What makes

this person or company qualified?– Identify a networking opportunity to connect

with someone in this company.– Envision your follow-up phone call and draft

what you would say.