Preparing for Sales Dialogue Learning Objectives Discuss why prospecting is an important and challenging task for salespeople Explain strategic prospecting and each stage in the strategic prospecting process ID: 375010
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Strategic Prospecting and Preparing for Sales DialogueSlide2
Learning Objectives
Discuss why prospecting
is an important and challenging
task for salespeople.Explain strategic prospecting and each stage in the strategic prospecting process.Describe the major prospecting methods and give examples of each method.
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Learning Objectives
Explain the important components of a strategic prospecting plan.
Discuss the types of information salespeople need to prepare for sales dialogue.
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Why Buyers Won’t See Salespeople
They may have never heard of the salesperson’s firm.
They may have just
bought the salesperson’s product category, and there is presently no need.
Buyers may have their own deadlines on other
issues, and they are not in a receptive mood to seeany salespeople.Buyers are constantly getting calls
fromsalespeople and do not have the time tosee them all.Gatekeepers in any organization
screentheir bosses’ calls and sometimes arecurt
and even rude.Slide5
The Importance and
Challenges of Prospecting
Customer-bases are not permanent, salespeople may lose customers due to:
Low satisfactionCompetitionEconomic fluctuationOther forms of attrition
The prospecting process is can be longIt may take weeks to replace a lost customer
with a new oneRevenue streams can fluctuate if “pipeline” isn’t managed_______________________and often includes a lot of rejectionSlide6
Ethical DilemmaSlide7
The Strategic Prospecting Process
A process designed to
________, ________,
and ___________ sales opportunities, whether they represent potential new customers or
opportunities to generate additional business from existing customers.
Sales
Funnel orPipeline:
A
representation
of the trust-based sales
process and strategic sales prospecting process.Slide8
Strategic Prospecting Process
Ideal Customer Profile
:
The characteristics of a firm’s best customers or the perfect customer.Slide9
Popular Prospecting Sources & MethodsSlide10
Developing a Strategic Prospecting PlanSlide11
Developing a Strategic Prospecting PlanSlide12
Gathering Precall Information:The ProspectSlide13
Gathering Precall Information:The Prospect’s OrganizationSlide14
Ethical DilemmaSlide15
Role Play