Upload File

ch. 7 prospecting—the lifeblood of selling chapter 7 copyright © 2006 by the mcgraw-hill...

  • Home
  • Documents
  • Ch. 7 Prospecting—The Lifeblood of Selling Chapter 7 Copyright © 2006 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin
11
Ch. 7 Prospecting— Ch. 7 Prospecting— The Lifeblood of The Lifeblood of Selling Selling C h a p t e r 7 Copyright © 2006 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin

Upload: june-fox

Post on 20-Jan-2016

212 views

Category:

Documents


0 download

Report

TRANSCRIPT

Page 1: Ch. 7 Prospecting—The Lifeblood of Selling Chapter 7 Copyright © 2006 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin

Ch. 7 Prospecting—The Ch. 7 Prospecting—The Lifeblood of SellingLifeblood of Selling

Ch. 7 Prospecting—The Ch. 7 Prospecting—The Lifeblood of SellingLifeblood of Selling

Chapter

Chapter

7

Copyright © 2006 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin

Page 2: Ch. 7 Prospecting—The Lifeblood of Selling Chapter 7 Copyright © 2006 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin

7-2

Exhibit 7-1: The Selling Process Has 10 Important Steps

10. Follow-up10. Follow-up

9. Close9. Close

8. Trial close8. Trial close

7. Meet objections7. Meet objections

6. Determine objections6. Determine objections

5. Trial close5. Trial close

4. Presentation4. Presentation

3. Approach3. Approach

2. Preapproach/planning2. Preapproach/planning

1. Prospecting1. ProspectingThe sales process is a sequential series of actions

Page 3: Ch. 7 Prospecting—The Lifeblood of Selling Chapter 7 Copyright © 2006 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin

7-3

Some Prospect, Some Do Not

Many salespeople prospect, both those selling business-to-business and those selling to consumers

Page 4: Ch. 7 Prospecting—The Lifeblood of Selling Chapter 7 Copyright © 2006 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin

7-4

Prospecting–The Lifeblood of Selling

Qualified prospect is MADMoney

Authority

Desire

Page 5: Ch. 7 Prospecting—The Lifeblood of Selling Chapter 7 Copyright © 2006 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin

7-5

Steps Before the Sales Presentation

Prospecting > appointment > planning Rule of thumb

40% preparation20% presentation40% follow up

Page 6: Ch. 7 Prospecting—The Lifeblood of Selling Chapter 7 Copyright © 2006 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin

7-6

Prospecting–The Lifeblood of Selling

Prospect – Prospecting – Lead – might be a prospect

Page 7: Ch. 7 Prospecting—The Lifeblood of Selling Chapter 7 Copyright © 2006 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin

7-7

Where to Find Prospects

Sources: industry directories,

Persons selling different services and goods might not use the same sources

Page 8: Ch. 7 Prospecting—The Lifeblood of Selling Chapter 7 Copyright © 2006 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin

7-8

Planning a Prospecting Strategy

Prospecting requires a strategy that can be constantly improved

Page 9: Ch. 7 Prospecting—The Lifeblood of Selling Chapter 7 Copyright © 2006 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin

7-9

Prospecting Methods

E-prospecting on the Web IndividualsOrganizations

Cold canvassing: 1/10 cold calls Endless chain – customer referral Orphaned customers: salesperson left Sales lead clubs

Page 10: Ch. 7 Prospecting—The Lifeblood of Selling Chapter 7 Copyright © 2006 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin

7-10

Prospecting Methods, cont…

Prospect lists Center of influence Direct mail Telephone and telemarketing Networking

Page 11: Ch. 7 Prospecting—The Lifeblood of Selling Chapter 7 Copyright © 2006 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin

7-11

Prospecting Guidelines

Three criteria are:1.Customize

2.Concentrate

3. Call back

Always keep knocking on prospect’s and customer’s door to help them


1 McGraw-Hill/Irwin © 2006 The McGraw-Hill Companies, Inc., All Rights Reserved. Chapter Seven McGraw-Hill/Irwin © 2006 The McGraw-Hill Companies, Inc.,

McGraw-Hill/Irwin ©2005 The McGraw-Hill Companies, All rights reserved McGraw-Hill/Irwin

McGraw-Hill/Irwin Copyright © 2008 by The McGraw-Hill

7-1. 7-2 Prospecting—The Lifeblood of Selling Chapter 7 Copyright © 2004 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin

McGraw-Hill/Irwin Copyright © 2008 The McGraw-Hill Companies

McGraw-Hill © 2000 The McGraw-Hill Companies 1 S M McGraw-Hill © 2000 The McGraw-Hill Companies

McGraw-Hill/Irwin ©2005 The McGraw-Hill Companies, All rights reserved ©2005 The McGraw-Hill Companies, All rights reserved McGraw-Hill/Irwin

Irwin/McGraw Hill The McGraw-Hill Companies, Inc., 2000 · Slides by Matthew Will Chapter 2 Irwin/McGraw Hill ©The McGraw-Hill Companies, Inc., 2000. Irwin/McGraw Hill ... " Tools

McGraw-Hill/Irwin Copyright © 2013 by The McGraw-Hill

McGraw-Hill © 2005 The McGraw-Hill Companies, Inc. All rights reserved. 1 The Sociological Perspective CHANGING SOCIETY part McGraw-Hill © 2005 The McGraw-Hill

Irwin/McGraw-Hill © The McGraw-Hill Companies, Inc., 2004

McGraw-Hill/Irwin Copyright © 2004, The McGraw-Hill Companies

McGraw-Hill/Irwin McGraw-Hill/Irwin Copyright © 2009 by The McGraw-Hill Companies, Inc. All rights reserved

McGraw-Hill Science Newsroom - Macmillan/McGraw-Hill€¦ · McGraw-Hill Science Newsroom Primary Edition complements the McGraw-Hill Science 2000textbook series by offering one interactive

© McGraw-Hill Companies, Inc., McGraw-Hill/Irwin

© The McGraw-Hill Companies, Inc., 2002 McGraw-Hill/Irwin

McGraw-Hill 6-1. 6 McGraw-Hill Communications, Networks, & Safeguards

McGraw-Hill Ryerson Copyright © 2006 by The McGraw-Hill

7-1. Prospecting – The Lifeblood of Selling McGraw-Hill/Irwin Fundamentals of Selling, 10/e Copyright © 2008 The McGraw-Hill Companies, Inc. All rights

© McGraw-Hill Companies, Inc., McGraw-Hill/Irwin McGraw-Hill/Irwin Copyright © 2010 by The McGraw-Hill Companies, Inc. All rights reserved

7-1 Prospecting—The Lifeblood of Selling Chapter 7 Copyright © 2004 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin

Chapter Ten LocalMarketing in Emerging Markets Irwin/McGraw-Hill ©The McGraw-Hill Companies,, Inc., 2000 Irwin/McGraw-Hill ©The McGraw-Hill Companies,,

Local Marketing in Mature Markets Chapter Eight. Irwin/McGraw-Hill ©The McGraw-Hill Companies,, Inc., 2000 Irwin/McGraw-Hill ©The McGraw-Hill Companies,,

McGraw-Hill 10-1. 10 McGraw-Hill Systems Analysis & Programming

Mcgraw Hill

McGraw-Hill © 2004 The McGraw-Hill Companies, Inc. 1

McGraw-Hill The McGraw-Hill Companies, Inc., 2004

© 2002 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin

© The McGraw-Hill Companies, Inc., 2003 McGraw-Hill/Irwin

McGraw-Hill©The McGraw-Hill Companies, Inc., 2000 SUBNETTING

McGraw-Hill/Irwin Copyright © 2008, The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin Copyright © 2008 by The McGraw-Hill Companies,

McGraw-Hill/Irwin Copyright © 2007 by The McGraw-Hill

Chapter 10 · Irwin/McGraw-Hill © The McGraw-Hill Companies, Inc., 2001 $ Irwin/McGraw-Hill © The McGraw-Hill Companies, Inc.,

McGraw-Hill © 2005 The McGraw-Hill Companies, Inc. All rights reserved. 1 The Sociological Perspective McGraw-Hill © 2005 The McGraw-Hill Companies, Inc

McGraw-Hill/Irwin © 2009 The McGraw-Hill Companies, All Rights Reserved McGraw-Hill/Irwin Copyright © 2009 by The McGraw-Hill Companies, All Rights Reserved