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7- McGraw-Hill/Irwin Copyright © 2009 by The McGraw-Hill Companies, Inc. All rights reserved.
Prospecting – the Lifeblood of Selling Chapter 7
The Tree of Business Life: Prospecting ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],I T C Ethical Service Builds T r u e Relationships T T T T T T T T T T T
Exhibit 7.1: The Selling Process Has  10 Important Steps 10. Follow-up 9. Close 8. Trial close 7. Meet objections 6. Determine objections 5. Trial close 4. Presentation   3. Approach 2. Preapproach/planning 1. Prospecting The sales process is a sequential series of actions
Some Prospect, Some Do Not ,[object Object],[object Object],[object Object],[object Object]
Compensation for the Salesperson that Prospects is Often: ,[object Object]
Some Prospect, Some Do Not, cont … ,[object Object],[object Object],* products and associated images used for illustrative purposes only
Compensation for the Salesperson that Does Not Prospect: ,[object Object],[object Object]
The Prospector Has the Most Challenging Sales Career ,[object Object],[object Object],[object Object],[object Object],[object Object]
Steps Before the Sales Presentation ,[object Object],[object Object],[object Object],[object Object],[object Object]
Prospecting–The Lifeblood of Selling ,[object Object],[object Object],[object Object]
Prospecting–The Lifeblood of Selling ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
The Leaking Bucket Customer Concept ,[object Object],[object Object],[object Object]
Where to Find Prospects ,[object Object],[object Object]
Prospecting Methods ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Prospecting Methods, cont… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Exhibit 7.5: The Processing System Within a Telemarketing Center
Exhibit 7.6: Reports From a Telemarketing Center to Other Marketing Groups Within the Firm
Prospecting Guidelines ,[object Object],[object Object],[object Object],[object Object],[object Object]
Exhibit 7.7: Components of the Prospect Pool
The Referral Cycle ,[object Object],[object Object],[object Object],[object Object],[object Object]
The Referral Cycle, cont… ,[object Object],[object Object],[object Object],[object Object],[object Object]
Exhibit 7.8: The Referral Cycle:  When to Ask for Referrals
Don’t Mistreat the Referral ,[object Object],[object Object],[object Object]
Treat the Referral Like a Customer ,[object Object],[object Object],[object Object],[object Object]
Call Reluctance Costs You Money! ,[object Object],[object Object],[object Object],[object Object],[object Object]
Call Reluctance Effects ,[object Object],[object Object],[object Object],[object Object],[object Object]
Obtaining the Sales Interview ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

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Chp 7 Prospecting & Referrals

  • 1. 7- McGraw-Hill/Irwin Copyright © 2009 by The McGraw-Hill Companies, Inc. All rights reserved.
  • 2. Prospecting – the Lifeblood of Selling Chapter 7
  • 3.
  • 4. Exhibit 7.1: The Selling Process Has 10 Important Steps 10. Follow-up 9. Close 8. Trial close 7. Meet objections 6. Determine objections 5. Trial close 4. Presentation 3. Approach 2. Preapproach/planning 1. Prospecting The sales process is a sequential series of actions
  • 5.
  • 6.
  • 7.
  • 8.
  • 9.
  • 10.
  • 11.
  • 12.
  • 13.
  • 14.
  • 15.
  • 16.
  • 17. Exhibit 7.5: The Processing System Within a Telemarketing Center
  • 18. Exhibit 7.6: Reports From a Telemarketing Center to Other Marketing Groups Within the Firm
  • 19.
  • 20. Exhibit 7.7: Components of the Prospect Pool
  • 21.
  • 22.
  • 23. Exhibit 7.8: The Referral Cycle: When to Ask for Referrals
  • 24.
  • 25.
  • 26.
  • 27.
  • 28.