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Related Flashcards
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Cards In This Set
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What is the difference between a lead and a prospect?
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A lead is any person or information acquired for the purpose of a potential business transaction, but whose potential has not been determined yet.
A prospect is nothing more that a lead whose potential has been been evaluated and has been determined to be good. |
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What is the name of the process to convert a lead into a prospect?
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Qualifying
customer relationship management (CRM) Customer relationship management (CRM) |
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How do many salespeople find prospects without cold calling? What are the FOUR WARM methods of prospecting? In order?
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1. Existing customers 2. Referrals 3. Center of Influence
4. Networking and social networking 5. Business directories in print 6. Online databases and directories 7. Newspapers, trade publications, and business journals 8. Trade shows and events
9. Advertising and direct mail
4 warm: (1) approach existing customers(2) networking(3) Referrals(4) Center of influence |
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How can a salesperson obtain a referral AFTER identifying a prospect?
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See if current customers work, or are friends with the prospect
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List three non-warm techniques to prospect?
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Cold-callingshowing up to their doortrying to get their business when you have no connection to them
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How does prospecting change for veteran salespersons versus neophytes?
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Gathering information as much as possible about your prospect demonstrates personal commitment and boosts your credibility
• Research plays a crucial role in both target account and key account
• It is important to use a precall planning worksheet when you are contacting your new or existing customers
Veterans would want to delve deeper into evaluating before contacting a prospect, and can easily switch up his techniques of evaluatingNeophytes |
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Explain the “sales funnel”
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An illustration of the way the sales process begins with a large pool of prospects and ends with a more focused number of buyers
Leads -> prospects -> customers |
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What do salespersons have to be careful about when using social media (linked in or facebook) or
joining civic groups as networking opportunities?
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That they don't reveal personal information about themselves or customers
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