Pre-Approach Flashcards

1
Q

What to do before contacting a potential customer:

A

RESEARCH!!! (shows you care)

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2
Q

Before calling…

A

Have a “call objective.”
-to further learn needs
-to get updated
-to schedule meeting

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3
Q

Define “prospect:”

A

= potential customers/suspect/lead.
A group most likely to make a sale with your business.

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4
Q

define “prospect base:”

A

A list of prospects

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5
Q

Where to find new prospects :

A

trade shows - advertisements - past customers - seminars - strategic alliance - influence from others - social media - websites - viral leads

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6
Q

CRITERIA for prospect base (4)

A
  1. NEED of product
  2. the AUTHORITY to make decision to purchase
  3. the RESOURCES ($) to purchase
  4. the WILLINGNESS to purchase
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7
Q
A
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