Sales Concepts and Apps
Module 9
Prospecting
Myths of Sales Prospecting
What your Sales Mentor Never Told You
The 5 Myths of Sales Prospecting
Myth #1: Prospecting is sales.
Myth #2: Prospecting is a numbers game
Myth #3: Scripts are for kids
Myths of Sales Prospecting
What your Sales Mentor Never Told You
The 5 Myths of Sales Prospecting
Myth #4: Prospecting takes time.
Myth #5: Close them on the appointment.
Cold Calling Techniques
Name the Enemy
Real World Numbers
The Value of No.
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Cold Calling Techniques
Cold Calling Mechanics
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Cold Calling Techniques
Six Great Telephone Techniques
Tuning No Into Yes
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Cold Calling Techniques
Walk the Ledge
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Cold Calling Techniques
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Take Aways
Challenge the prospects' status quo.
1/3 of your prospects determine your success
Prospecting is the most important task in sales.
Each 'No‘ brings you closer to a yes.
The fist step is to develop a script.
Cold Calling Techniques
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Take Aways
Start a call by getting the prospect's attention.
Identify yourself and your company.
Ask directly for an appointment .
Use the ledge.
To double your sales double the number of calls
No More Cold Calls
How to Get Referral Contacts
Catching the Spirit
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No More Cold Calls
How to Use Referral Selling
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No More Cold Calls
Working the Process
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No More Cold Calls
Helpful Techniques
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No More Cold Calls
Managing Your Process
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No More Cold Calls
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Take Aways
Referral selling is more effective than cold calling.
Referral selling - 50% conversion rate .
Develop a "referral buddy" to help you maintain
your commitment to seeking referrals.
A short list of qualified leads is much better than a
big stack of cold call leads.
You only have a hot lead when you get a personal
introduction to the contact.
No More Cold Calls
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Take Aways
You need a sharply focused 10-second opener to
make a connection with a new contact.
Write down a description of your "ideal customer“ .
To sell more, cite return on investment instead of
product features.
You must ask for referrals or you won't get them.
To get your salespeople to make the transition to
referral selling, measure its success, and reward
those who generate referrals and sales.
Sales Prospecting Techniques
Effective prospecting is a critical component of
sales success
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You need a plan, that is
• an objective assessment,
• a goal,
strategies to achieve that goal.
Sales Prospecting Techniques
Assessment
(Sample considerations)
Where and how does you service best fit?
• How well is your brand recognised?.
• How much business is out there for you?
How much time can you dedicate to prospecting?
• Others?
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Sales Prospecting Techniques
Goal
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There must be a revenue number to which you
must commit.
• It must be realistic and achievable.
Sales Prospecting Techniques
Typical Strategies
Commit to prospecting 2 – 8 hours a week.
• Commit to following up.
Make prospecting a quality, not a quantity effort.
Get you messages and talking points down cold.
• Provide value at every contact point.
• Others?
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Sales Prospecting Techniques
Typical Strategies
Commit to prospecting 2 – 8 hours a week.
• Commit to following up.
Make prospecting a quality, not a quantity effort.
Get you messages and talking points down cold.
• Provide value at every contact point.
• Others?
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Classroom Exercise
Cold Call Exercise
Form Small Working Groups
Develop a Prospecting Script