The Prospecting Process

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The Prospecting Process

• Prioritizing prospectsallocating time and
  resources
• A accountsgreatest potential
• deserve the most time and effort
• B accountsgood potential
• smaller and harder to sell
• C accountsnot likely to become
• valuable

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SWAS Activity 6

• Page 8 in the packet
• Complete and hand in!

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What do you want your RSS product to be?

• RSS Activity 2

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RSS Video Follow up

• What will make you a success?

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Call Planning
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Overall Planning Process
Developed by Purdue University
Long Term Sales Goals and Selling Strategies are
adjusted over time
Long Term Sales Goals
Long Term Selling Strategy
Sales Call Objective
Sales Call Strategy
Each sales call will have its own sales call
strategy
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Key Account Strategy

• A key account is a customer deemed to be of
  strategic importance to your company.
• Key to success today and key to growing business
  in the future

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Making It Happen. . . From Account Strategy to
Call Planning

• Each key account call
• Should build your understanding
• of ________________
• Builds on the call before
• Sets up the ________

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Planning Each Sales Call

• There must be . . .
• A call _______
• A call strategy.
• Specific __________________
• A method of measuring results.
• Follow-up activity defined.

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Planning a Sales Call
Featuring Bob talking about what he does before
an important call.
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The Sales Super Station
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Objectives and Outcomes
Your Objective Is . . .
The Customer Will . . .
. . . to introduce yourself and your organization
. . .see me as a supplier worth of his or her
consideration
. . . to communicate to the customer how our
products can benefit his or her business
. . .see that we offer solutions to his or her
needs and more value than other choices
. . . to give the customer a competitive bid for
his or her business
. . .see that we offer the best bundle of
products, services and prices
. . . to demonstrate our knowledge of production
dynamics
. . .accept that our expertise would be useful
in solving production issues in their business
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Pre-Call Information
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Gathering Precall InformationThe Prospect
The prospects name and title
Info Needed
Correct spelling and pronunciation can be
gathered by asking the ___________________________
_ to verify information.
Source
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Gathering Precall InformationThe Prospect
Is this prospect willing to take risks? Are they
confident with their decision making?
Info Needed
May have to ask the __________
Source
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Gathering Precall InformationThe Prospect
Is the buyer involved in their community? Do
they belong to clubs or professional
organizations?
Info Needed
Observe club or organizational honors
______________
Source
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Gathering Precall InformationThe Prospect
Does the prospect have hobbies or interests they
are proud of?
Info Needed
Observation of office.
Source
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Gathering Precall InformationThe Prospect
What is the prospects personality type? Easy
going? All business?
Info Needed
________________________________
Source
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Gathering Precall InformationThe Prospect
Where did this prospect grow up? Where were they
educated?
Info Needed
Look for diplomas. Ask.
Source
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Gathering Precall InformationThe Prospects
Organization
What type of business are we dealing with?
Info Needed
Can be gathered from __________________________
Source
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Gathering Precall InformationThe Prospects
Organization
To what market does the company sell? Who are its
primary competitors? What does the company make
and sell?
Info Needed
_________________________________
Source
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Gathering Precall InformationThe Prospects
Organization
Who and how many vendors does the prospect
presently buy from? How much and how long have
they been purchasing from their supplier(s)? What
challenges is the organization facing?
Info Needed
Source
Salesperson may have to ask for this information.
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The Opening
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The Opening

• Five things must be accomplished . . .
• 1. Create a ________ impression
• 2. Get the prospects ________
• 3. Arouse their _________
• 4. Build ______
• 5. Bridge to a discussion of needs

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Building A Relationship

• Meet basic expectation
• of any consumer relationship.
• Meet the cultural and personal norms
• of the business or person
• to whom you are selling.

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The Right ImpressionAppearance

• IT IS WHAT THE PROSPECT THINKS
• THAT COUNTS!

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The Right ImpressionCommunication

• A weak start makes you look weak.
• Being too pushy builds barriers.
• Have an opener in mind.
• Select a topic likely
• to be of interest to the prospect.

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Opening Techniques
-Standard Approach -Direct Approach -Take a
Gift -Referral -Compliment
-Mystery Opener
-Startling Statement
Jeff - Dow AgroSciences
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Watch for customer signals

• Buyer Type
• Behavioral Style

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Building Rapport

• Rapport-building looks like innocent,
• friendly conversation
• Adjusting to a prospects style
• is not manipulative

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Listen as Brad Opens This Call
Think about what Brad is trying to accomplish...

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Class Activity

• For the Healthy Tea product we discussed
  marketing last time
• 1. What are 3 A prospect accounts?
• For the top A prospect
• How would you get the appropriate information for
  their companys main products?
• How would you learn the buyers buying motivation
  and communication style?
• What should you plan for prior to the sales call?
• What approach would you use to approach the
  customer?

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Exam Review Handout

• Will provide next class
• Exam Feb 23

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Next Class

• Module 4 Communication Skills