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1. Rajesh gabriel Content
PROSPECTING
SKILLS

2. Discuss the importance of developing a prospect
base
 Identify and assess important sources of prospects
 Describe criteria for qualifying prospects

l
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LEARNING OBJECTIVES
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3. LEARNING OBJECTIVES
Explain common methods of organizing prospect
information
 Describe the steps in managing the prospect base

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4. PROSPECT, PROSPECTING, AND
PROSPECT BASE DEFINED
Prospect: a potential customer that meets the
qualification criteria established by your company
 Prospecting: identifying potential customers
 Prospect base: is made up of current customers
and potential customers

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5. IMPORTANCE OF PROSPECTING
Every salesperson must cope with customer attrition:
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Customer may have a one-time need
 Customer may move outside the salesperson’s territory
 Firm may go out of business or merge
 Sales may be lost to the competition
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6. PROSPECTING REQUIRES PLANNING
Increase number of people visit by increasing cold calls
 Improve the quality of prospects
 Shorten sales cycle by determining which prospects are
“qualified”
 Prospecting plans must be monitored continuously for
effectiveness

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7. SOURCES OF PROSPECTS
Website
 Computerized
database
 Cold calling
 Networking
 Educational
seminars
 Prospecting by nonsales employees

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Referrals
 Centers of influence
 Directories
 Trade publications
 Trade shows and special
events
 Telemarketing and e-mail
 Direct-response
advertising and sales
letters

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8. REFERRALS
recommended by current satisfied
customer or one familiar with product or service
 Endless chain: ask contact who else could
benefit from product
 Referral organizations: facilitate
networking
 Friends, family members,
centers of influence: a person
who may have influence
on opinion leaders
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 Prospect
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9. LEAD GENERATION
Through different Activities.


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Issue of hand outs distribution in the
Amusement park/bus terminus school/colleges/trade
centre, Malls
exhibitions halls, market area ,Field activity
Cold calls
Referrals (referred leads)
Regular Field visits
Posture Activity
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10. DIRECTORIES
Hundreds of business and industrial directories
available
 Many major trade associations publish directories
 Be sure to use current copy or edition as prospects
shift firms; track people and companies

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11. TRADE SHOWS/PUBLICATIONS
 Trade
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shows and conventions: your company may
have a booth at key trade shows/expositions
 Trade publications: each industry has trade
publications that sales professionals need to read
 Join trade associations:
many salespersons join
trade associations to
gain
access to potential
buyers
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12. TELEMARKETING

Telemarketing: the practice of marketing goods and
services through telephone contact
To identify buyers and generate contact lists for sales staff
 To qualify prospects
 To verify sales leads
generated by other
methods
 To conduct follow-ups

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13. DIRECT RESPONSE AND
SALES LETTERS
 Direct
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response advertising: often features
inquiry cards or information requests via mail or
telephone
 Sales letters: send sales letters
to decision makers,
then follow up
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14. WEBSITE

Websites provide a cost-effective way for sales
professionals to:
Project personal image
 Provide additional information
 Generate leads from visitors to site
 Present product information
 Establish e-mail lists
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
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15. COLD CALLING
Simply calling prospects without referrals
New salespeople rely on these as they haven’t built a referral
base
 Must be strategically planned
 Prelude to in-person appointment
 A way to introduce yourself and your company to a
prospect

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16. NETWORKING
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Making and profiting from personal connections
 Networking guidelines

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Meet as many people as you can
Tell them what you do
Do not do business while networking
Offer business card
Edit contacts and conduct follow-ups
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17. THREE TYPES OF NETWORKS
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18. NON-SALES EMPLOYEES
Non-sales personnel can be valued source of leads
 Prospecting not necessarily
exclusive task of sales force
 Non-sales personnel often
need training and incentives
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19. COMBINATION APPROACHES
Salespersons generally rely on combination of
prospecting methods
 Some methods have higher yield than others
 Important to use Customer Relation Managing
technology to help maximize efficiency
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20. QUALIFYING PROSPECTS

Does the prospect have the authority to buy my
product?

Does the prospect have the financial resources to buy
my product?

Does the prospect have the willingness to buy my
product?
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Rajesh gabriel Content
Basic questions:

Does the prospect need my product?

21. COLLECTING AND ORGANIZING
PROSPECT INFORMATION
data can be collected and organized into
Customer Relationship Management (CRM)
 Examples of popular applications:


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 Sales
Excel
Word
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22. PROSPECTING AND
SALES FORECASTING PLANS
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Important to balance time and organize contacts:

Prepare a list of prospects
 Forecast potential sales volume for each new account, by
product
 Carefully plan the sales route to minimize time and cost

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23. KEY CONCEPT
DISCUSSION QUESTIONS

Discuss the importance of developing a prospect
base

Identify and assess important sources of prospects

Describe criteria for qualifying prospects

Explain common methods of collecting and organizing
prospect information

Describe the steps in managing the prospect base
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Rajesh gabriel Content