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Cards In This Set
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What is the primary purpose of the pre-approach. What types of information should a salesperson hope to gather during the pre-approach?
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Preparation and research a salesperson does before making the sales call; knowing as much as possible about prospect
About the company – Demographics– Company news – Financial performance About the company’s customers – Customer demographics – Size of customer base –What customers are saying about your prospect• About the current buying situation – Type of purchase – Competitor/current provider – Current pricing• About the contact person – Title and role in the company – Professional background– Personal information– Essential problem(s) your contact needs to solve– Motivation for buying |
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How can a salesperson use the same “imagining” (visualization) techniques used by athletes?
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They think about their play (plan) and how they will score (get a sale) They weigh out all their obstacles for each play (plan) to figure out what approach is best
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What is generally the primary goal of the pre-approach phone call to a prospect? Why does the instructor urge you to hang up quickly after the objective is met?
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To set up an appointment/meeting; View the appointment as a mini‐sale: You’re selling the appointment over the phone, not your service or product.
So you don't hear any weird noise in the background |
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What are the methods used to gain entry to see a prospect? What are the most effective? Which
are the least effective?
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Gaining Entry: Making the first appointment • Letter - the weakest, so follow with a telephone call • Cold call - good, but often time consuming • Telephone - saves time and money
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Why is the least effective methods from #4 still used in prospecting?
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Because you can follow up with a telephone call
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What are SMART objectives?
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SmartMeasurableActionableRealisticTime-bound
have a reasonable goal by a specific time |
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What should be goal one in respect to gatekeepers? What is your fallback tactic? (Chapter 9)
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To get to your prospectto network with other people, get a lead
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Identifying the potential buyers for a product or a service •
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• Prospecting:
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Determining whether a lead has the desire and ability to buyyour product or service
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Qualifying:
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Preparation and research a salesperson does before makingthe sales call
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• Preapproach:
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First few minutes of a sales call, during which the salesperson explains her purpose for coming and establishes a rapport
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• Approach:
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