test 2 Flashcards
is you are always prospecting then
you will approach the challenge creatively
attempt to build long relationship
provide ongoing value
why do we lose customers
they go out of business competitor gets them customer moves on or dies merge relationship deteriorates
what is the objective of qualifying your prospect
you want to move them from a targeted person/company to a qualified prospect. This means youhave evaluated them and have more information about them than normal.
Class A Qualified prospect
you have been referred
they have the ability to pay
ability to make the buying decision
have all the personal info that i need
Essentially follow MADDEN
MADDEN
Money Approachable Desire Decision Maker Eligible Need
Many ways to prospect
Referrals- have the ersonmake the initial contact for you and learn to prospect your prospects. Must do this with respect and ask for their help while telling them your course of action.
Center of Influence- these are the people who believe in you and can influence a sig number of people. They are willing to give you names of qualified prospects regularly.
Cold Call- 1/7 will answer
Group prospect, DM, Observe,Civic Group, Network, Leads from Company, Website.
what 4 things move your lead to a qualifies prospect
prospecting- preapproach-approach-need discovery
how long do sales people expect you t invest in making a call to them
30 mins- but make sure to find out what keeps them up at night
remember that you are always in control of the salesperson
so remember to ask around in your company about experiences and be sure to observe
when is the best time to call a prospect
best time is when you have the best chnae of reaching your prospect. You can also use a letter because a letter is unique nowadays
6 step telephone track
1- intro yourself and your company
2- take curse off the call- get permission to cont because it is an interruption
3- state purpose- mesntion a referral or use your lead in
4- interest capture statement- usually provide a customer benefit or pose a question
5- request appt- dont give too much info but pose a or b as a choice of times to meet
6-overcome resistance- agree with them, then come back to your reason for appt, ask for it again and get the appt!!
Purpose of approach
make a fav impression, gain undiv attn, develop pos interest, and transition smoothly into needs discovery
how long do you have before your prospect decides to buy from you
4 mins
what is bad about first impressions
based on emotions
not all behavior traits show up
behavior may be controlled by either party
earlier event may influence behavior
rule of ten
first ten words tat you say when first meeting a client is that you should include a form of thanks
2 ways to gain attn
appeal to senses, and provide benefits
10 types of approaches
1 self intro- weak but strong with paired with smething. tell them who you are and your company.
2- qualifying question- seeks a commitment from a question and can guage if they are warm, cld or red hot
3- customer benefit- gives prospect reason to listen and risk to not
4-curiosity- you already know of the company, but ask questions for them to shed light on your company
5-compliment
6-referral
7-product app- hand product, if cant bring product bring sample, model, lit
8- premium- give them a sample or small gift
9-question- just est 2 way comm
10- showmanship- do something unusual like dropping a plate
4 key obj to questions
discover their hot button
est purchase criteria
agree on a time frame
gain agreement on problem
SPIN
Situation- data gathering qs to uncover facts. they should be non threatening and create trust
Problem- should explore needs, and have prospect recognize that they do have a problem
Implication- build the seriousness of the problem with phrasing. Attach a bottom line to the question
Need Payoff- this is value of your solution, telling them of the benefits. creates a pos solving atmosphere
Amplification question is
when you encourage the prospect to continue giving additional info. This allows the salesmen to rephrase, continue to add info, invite prospect to expand/clarify, and or narrow down generalization and clear ambiguity
4 types of amplification questions
1- double check- giving feedback, and restating prospects remarks
2- nonverbal- gestures
3- silence- shows you dont understand
4- contunuiation- encourage more communication
internal summary v getting agreement
designed to summarize what you understood, and then you can underscore your important point, while getting agreement you formally state the problem and establish it
4 adv to listening
anticipate response
mentally summarize the message
form response
listen between the lines
typically present 6-8 benefits in 24 hrs you remember just 1. what % do you remember one that was incorrect and % remember something that was never said
39 and 49
