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PROSPECTING AND SELLING A Pre-session briefing for Trainees @DBA 101b (pre-read)
(FACILITATOR: DIJI OLOJO – MD/CEO CHARIOT PROPERTIES)
COURSE INTRODUCTION: This course would introduce participants to the Prospecting & Psychology of Selling. The course would
introduce them to what it takes and needs to source for customers, market products & services to
customers and eventually close any sales. It will reveal trainees to some of the qualities of good sales
executives.
OBJECTIVES: At the end of this course, Trainees should be able to understand:
Understand the Psychology of Selling
How to Sources for Prospects
Determine who the prospects are
Planning & strategizing for Prospecting
Discover how to close a sales
Develop selling skills & presentation skills
Understand the required Skills for Effective Sales
Understand the character Traits of Successful Sales Executives
The Winning Edge Concepts
OUTLINE: - The Psychology of Selling
- Prospecting
- Begins with key questions
- Sources of Prospects
- Other things to note while prospecting
- Basic Skills for Effective Sales
- Traits of Successful Sales Executives
- The winning edge concepts
- Q & A
Course Summary: Prospecting is the process of determining potential buyers of your product or services which is followed
by a deliberate action to sell such product or service to the buyer. It is a calculated effort to search out
who is a potential buyer(s) and how to reach him so as to make a sale. When prospecting it requires that
strategic outline of your costumer’s demography are made so as to allow for efficient & effective
deployment of resources to achieve this goal.
Furthermore, it is imperative that a distinction is made between Prospecting and Selling. While the
formal has been well explained above, the later (Selling) is the transfer of goods or provision of services
in exchange for money. It is when a deal is closed that sales can be said to have been made. However
selling is more psychological than anything else.
When prospecting some basic questions is required to be answered to provide useful information that
will make such exercise a fruitful one, they include:
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What do I sell?
Who is my customer?
Where are my prospects?
Who is my competitor(s)?
Who are my non-customers?
When does my customer buy?
Why doesn’t my customer buy?
Where do I get my customers?
A business person who painstakingly answers these questions is more likely to close a sale, generate
more deals, understand customer buying psychology, know where to meet his prospects and position
the business for continuous growth.
Methodology: - Facilitation
- Practical Session
ACTION LEARNING ASSIGNMENT: Each Trainee to submit:
5 names of their Prospective Customers and how to engage them for business
Names of top 5 competitors in their industry & what stands them out.
Get ready to make a 3mins Pitch Before a selected Panel of Analyst
OUTLINE DETAILS ON PROSPECTING & SELLING At the end of the class you are expected to have a firm grasp of the following: PSYCHOLOGY OF SELLING:
PROSPECTI NG (Begins with some key questions)
1. What do I sell?
2. Who is my customer?
3. Why does my customer buy from me? (Reason)
4. Where are my prospects?
5. When does my customer buy?
6. Why don’t my customers buy?
7. Who is my Competitor?
8. Who are my non-customers?
SOURCES OF PROSPECTS
Phone Directory/ V-Connect Etc.
Social Network Media
Business Publication.
Chambers Of Commerce
Cold Calling
Leads, Leads Everywhere (Referrals)
OTHER THINGS TO NOTE WHILE PROSPECTING
Respect customers’ time
Study your prospective client’s mood
Ensure you get firm appointments
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Ask questions, don’t assume
Fill sales pipelines
Hygiene – project a good business image
Give priority to prospecting
Hot spot selling
Prospecting intelligently
Emphasize your cutting edge – leverage
Control the discussion
Avoid marketing to more than 2 people at once
Avoid arguing when prospecting
You have to be physically sound
Good communication skill (talking & listening)
Good planner
Good product and its knowledge
Market penetration strategy
Driving Skill
Closing the sale
THE PSYCHOLOGY OF SELLING (BASIC SKILLS FOR EFFECTIVE SALES)
Selling is more psychological than anything else.
TRAITS OF SUCCESSFUL SALES EXECUTIVES
Happy
Optimistic
Positive
Friendly
Relaxed
Seen to be in control of self
We advance on our journey only when we face our goal, only when we are confident and believe we
are going to win - ORISON SWETT MARDEN -
“The winning edge concepts”
Small differences in ability can translate into Enormous differences in results.
In selling, you only have to be a little better and different in each of the key result areas of
selling for it to accumulate into an extraordinary difference in income.
(1) OVERCOME FEAR
Fear lowers your self esteem
Everything you do to decrease your fears will raise yourself-esteem and improve your
performance.
Confront your fear repeatedly until it goes away.
Fear and self-doubt have been the greatest enemies of human potentials.
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(2)SEE YOURSELF AS A CONSULTANT
Problem solver rather than as a Sales fellow.
Ask question & understand the customer’s situation.
Invest time to learn their products and sources inside out.
(3)ACT IN YOUR CUSTOMERS’ BEST INTEREST:
Be bound by a high code of ethics
(4) Become a Strategic Sales Thinker
Set clear goals for what you want and develop organized plans of action to attain it.
Plan your work & work your plan.
(5) Be result oriented
Top sales people have two qualities.
a) EMPATHY: Sensitive to the best interest of their customers
b) AMBITION: Allows them to be focused on making the sales expected.
(6) Be the Best
Possess High level of ambition and have mentors who are the very best people in your industry.
Identify with most successful sales people.
(7) Practice Golden Rule Selling:
“Do unto others as you would have them do unto you”
Sell with the same honesty, integrity, understanding, empathy & thoughtfulness”
(8) Start from nothing
You cannot teach a man anything; but to help him discover it within himself.
FINAL NOTE
When a man has done his best, he has given his all, and in the process supplied the needs of his
family and his society, that man has made a habit of succeeding. - MACK R. DOUGLAS -