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Sales Prospecting

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Sales Prospecting

  1. 1. Sales Prospecting New Ideas … New Business!
  2. 2. S.O.P Means? <ul><li>Standard Operating Procedure </li></ul><ul><li>Scared of Progress </li></ul><ul><li>Scared of Prospecting </li></ul><ul><li>Signs of Panic </li></ul><ul><li>The correct answer is #3. </li></ul>
  3. 3. Research Suggests <ul><li>That most individuals in sales do not like prospecting. </li></ul>
  4. 4. About Priorities <ul><li>What you would like to do least should become your very first priority. </li></ul>
  5. 5. Why Focus on Prospecting? <ul><li>The best sales people are the best prospectors. They never worry about where their next sale will be coming from, because the pipeline is always full. If it isn’t, they know how to refill it quickly. </li></ul>
  6. 6. The Champion’s Creed <ul><li>I am not judged by the number of times that I fail, </li></ul><ul><li>But by the number of times I succeed. </li></ul><ul><li>And the number of times I succeed </li></ul><ul><li>Is in direct proportion to the number of times </li></ul><ul><li>I can fail and keep trying! </li></ul>
  7. 7. Food for Thought <ul><li>Have you failed enough </li></ul><ul><li>to succeed? </li></ul>
  8. 8. Prospecting Defined <ul><li>It is finding the right buyer </li></ul><ul><li>for your products. </li></ul>
  9. 9. What Do The Very Best Prospectors Understand? STP
  10. 10. STP SEE THE PEOPLE
  11. 11. The More People You Actually See <ul><li>The more business you will gain… </li></ul><ul><li>How many people have you seen this week? </li></ul><ul><li>How many people will you see next week? </li></ul><ul><li>Do you have a goal to see people each week? </li></ul><ul><li>If you do, what is the number? </li></ul>
  12. 12. What Exactly Are You Selling? <ul><li>Financial Services </li></ul><ul><li>Health & Beauty Products </li></ul><ul><li>Real estate </li></ul><ul><li>A luxury automobile </li></ul><ul><li>Mortgages </li></ul><ul><li>“ Financial Peace of Mind” </li></ul><ul><li>“ Enhanced Self” Esteem </li></ul><ul><li>“ Places where memories are made” </li></ul><ul><li>“ Comfort, security and prestige on the road” </li></ul><ul><li>? </li></ul>
  13. 13. A Few Rules <ul><li>You Can’t Prospect Well if You Don’t Know The Product </li></ul><ul><li>You Will Be More Successful With A Positive Attitude, Enthusiasm & Specific Goals </li></ul><ul><li>You Will Be More Successful With A Plan </li></ul>
  14. 14. Your Prospects Need To See You As An Expert
  15. 15. Where To Prospect <ul><li>Friends & relatives </li></ul><ul><li>Acquaintances </li></ul><ul><li>Business contacts </li></ul><ul><li>People that sell to you </li></ul><ul><li>Through other businesses </li></ul><ul><li>Previous clients </li></ul><ul><li>Strangers </li></ul><ul><li>Be sure you are fishing in the pond where your clients are and not where your competitors will likely be found! </li></ul>
  16. 16. How To Approach A Prospect <ul><li>The telephone </li></ul><ul><li>Direct mail </li></ul><ul><li>Face to face meeting </li></ul><ul><li>Which one is best? </li></ul>
  17. 17. What Do Clients Really Want? <ul><li>Calls returned promptly </li></ul><ul><li>Timely responses </li></ul><ul><li>Honesty </li></ul><ul><li>Product knowledge </li></ul><ul><li>Sincerity </li></ul><ul><li>Consistent performance </li></ul><ul><li>Interest in their success </li></ul><ul><li>Quality produces as a fair price (investment) </li></ul><ul><li>For you to be there for them when they need you to be </li></ul><ul><li>Industry and market knowledge </li></ul>
  18. 18. Overcoming Fear & “Failure” <ul><li>See prospecting as a learning experience </li></ul><ul><li>Use feedback to improve </li></ul><ul><li>Find some humor in it </li></ul><ul><li>Perfect your skills and techniques </li></ul><ul><li>Make a game out of it </li></ul>
  19. 19. Set Goals & Play To Win! <ul><li>Wishes and Goals are very different: </li></ul><ul><li>“I wish I made more money” </li></ul><ul><li>vs. </li></ul><ul><li>“By 12/31/10 I will earn $500,000 a year.” </li></ul>
  20. 20. Set Goals <ul><li>Specific </li></ul><ul><li>Measurable </li></ul><ul><li>Actionable </li></ul><ul><li>Realistic </li></ul><ul><li>Time Bound </li></ul><ul><li>“I will earn $500,000 a year in income by December 31, 2010.” </li></ul>
  21. 21. Develop An Action Plan <ul><li>Set aside time for planning and thinking </li></ul><ul><li>Get out a calendar </li></ul><ul><li>Write down what you need to learn </li></ul><ul><li>Develop a list to learn what you need </li></ul><ul><li>Develop a list of steps for each goal </li></ul><ul><li>WRITE IT DOWN </li></ul><ul><li>Hold someone else accountable </li></ul><ul><li>Let them hold you accountable </li></ul>
  22. 22. Find an Accountability Partner <ul><li>Hold someone else accountable </li></ul><ul><li>Let them hold you accountable </li></ul><ul><li>The only way you will be successful is if you are answering to someone for your time, actions and results! </li></ul>
  23. 23. Discouragement <ul><li>Everyone gets down when things don’t go the way they are “supposed to” or according to plan. </li></ul><ul><li>Stay the course, take positive, forward action every single day. </li></ul>
  24. 24. Suggested Reading <ul><li>Any book by Brian Tracy </li></ul><ul><li>Any book by Harvey MacKay </li></ul><ul><li>Any book by Tom Hopkins </li></ul>

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