Group 1- Prospecting
By:
Marisse Abcede
Harlene Lu
Jeremy Lee
Darren Nuesca
Mark Auyong
K34

The Tree of Business Life:
Prospecting
- Involves locating and qualifying the individuals or
businesses that have a potential to buy a product.
- A person or business that might be a prospect is a
lead.

- Salespeople who begin their sales careers
prospecting look forward to the day when
most of their sales come from present
customers.
- Referrals are earned by demonstrating
integrity, trustfulness and character to the
customer.

Sales Process?
- Sales process refers to a sequential series
of actions by the salesperson that leads
towards the customer taking a desired action
and ends with a follow-up to ensure purchase
satisfaction.

The Selling Process
 1. Prospecting
2. Pre-approach
3. Approach
4. Presentation
5. Trial close
6. Determine objections
7. Meet objections
8. Trial close
9. Close
10. Follow-up

Steps before the sales
presentation
- It all begins with prospecting
- Doing a great amount of background work
just like a lawyer
- A good sales process involves 20%
presentation, 40% preparation and 40%
follow-up.
- “Nothing happens until someone does some
prospecting”

Prospecting – The life blood of
selling
- First step in the selling process
- A prospect is a qualified person or
organization that’s has potential to buy
- It is the life blood of selling because it
identifies potential customers
- 2 reasons – increase sales and replace
customers that will be lost over time
- Find people that are MAD. Money, authority
and the desire to buy?

THE LEAKING BUCKET
CUSTOMER CONCEPT
- New customers come into the top and leave
through a hole in the bottom of the bucket.
-it is always easier to sell a satisfied customer
than an unsatisfied one or a prospect.
-The cost of acquiring a new customer is
higher than keeping a present customer. This
is why service and follow-up after the sale are
so important to salespeople.

WHERE TO FIND PROSPECTS
 -Sources of prospects can be many and
varied or few and similar, depending on the
service or good the salesperson sells.
Naturally, persons selling different services
and goods might not use the same sources
for prospects.

PLANNING A PROSPECTING
STRATEGY
 -Frequently salespeople, especially new ones, have
difficulty prospecting.
-Many salespeople prefer to contact prospects
having similar characteristics as themselves.
-To be successful, prospecting requires a strategy.
Prospecting, like other activi- ties, is a skill that can
be constantly improved by a dedicated salesperson.

Prospecting Methods
 - Actual Methods that salespeople use to obtain prospects
1. E-Prospecting on the Web
-Individual
-Organizations
2. Cold Canvasing
3. Endless Chain Customer Referral
4. Orphaned customers
5. Sales Lead Clubs
6. Prospect List
7. Getting published
8. Public exibitions
9. Center of Influence
10. Direct Mail
11. Telephone and Telemarketing
12. Observation
13. Networking

Prospecting Guidlines
 -The criteria that you should use in developing the best
prospecting method.
1. CUSTOMIZE or choose a prospecting method that fits the
specific needs of your individual firm
-DO NOT COPY ANOTHER COMPANY'S METHOD
2. Concentrate on HIGH POTENTIAL customers first.
3. Always CALL BACK on prospects that did not buy.
-Look for new customers
-Do not be limited to your present customers

The Prospect Pool
-A group of names gathered from various sources
-Ex. Mailing List, telephone book, referrals, orphans, or existing
customers.
PROSPECT POOL
LEAD REFERRAL CUSTOMER ORPHAN

 1. Leads - people and organizations you know
nothing about or very little about.
2. Referrals - people or organizations you frequently
know very little about than what you learned from
the referral.
3. Orphans - company records provide your only
information about these past customers.
4. Your Customers - The most important prospects
for future sales.

The Referral Cycle
- Provides guidelines for a salesperson to ask
for referrals in four commonly faced
situations.
1. The Preapproach
2. The Presentation
3. Service and Follow-up

Referral Cycle
PREAPPROACH
SERVICE
and PRESENTATION
FOLLOW-UP PROSPECT POOL
PRODUCT
DELIVERY

Call Reluctance Costs
You Money

Call Reluctance
 Not wanting to contact a prospect or
customer
 “You must admit you have call reluctance
and that your call reluctance s keeping you
from helping others and earning what you’re
worth.”
 Owning up to call reluctance is the most
difficult part of combating it

Obtaining the Sales
Interview

Benefits of Appointment
Making
 Telephone Appointment
 Plan and write down what you will say.
 Clearly identify yourself and your company.
 State the purpose of your call and briefly outline
how the prospect may benefit from the interview.
 Prepare a brief sales message.
 Do not take no for an answer.
 Ask for an interview.
 Phrase your appointment request as a question.

Benefits of Appointment
Making
 Personally Making the Appointment
 Believe in yourself.
 Develop friends in the prospect’s firms.
 Call at the right time on the right person.
 Do not waste time waiting.

Wireless E-Main Helps
You Keep in Contact and
Prospect