milk and honey presentation

8/20/2019 Milk and Honey presentation

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Group 1- Prospecting

By:Marisse Abcede

Harlene Lu

Jeremy LeeDarren Nuesca

Mark Auyong

K34


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The Tree of Business Life:

Prospecting

- Inoles loca!ing and "uali#ying !$e indiiduals or

businesses !$a! $ae a %o!en!ial !o buy a %roduc!&

- A %erson or business !$a! mig$! be a %ros%ec! is a

lead&


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- 'ales%eo%le ($o begin !$eir sales careers

%ros%ec!ing look #or(ard !o !$e day ($en

mos! o# !$eir sales come #rom %resen!

cus!omers&

- )e#errals are earned by demons!ra!ing

in!egri!y* !rus!#ulness and c$arac!er !o !$e

cus!omer&


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Sales Process?

- 'ales %rocess re#ers !o a se"uen!ial series

o# ac!ions by !$e sales%erson !$a! leads

!o(ards !$e cus!omer !aking a desired ac!ion

and ends (i!$ a #ollo(-u% !o ensure %urc$ase

sa!is#ac!ion&


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The Selling Process

+& ,ros%ec!ing& ,re-a%%roac$3& A%%roac$

4& ,resen!a!ion.& /rial close0& De!ermine ob1ec!ions2& Mee! ob1ec!ions

& /rial close& 5lose+6& 7ollo(-u%


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Steps before the sales

presentation

- I! all begins (i!$ %ros%ec!ing

- Doing a grea! amoun! o# background (ork

1us! like a la(yer

- A good sales %rocess inoles 68

%resen!a!ion* 468 %re%ara!ion and 468

#ollo(-u%&

- 9No!$ing $a%%ens un!il someone does some%ros%ec!ing


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Prospecting – The life blood of

selling

- 7irs! s!e% in !$e selling %rocess

- A %ros%ec! is a "uali#ied %erson or

organi;a!ion !$a!


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THE LE!"#G B$%!ET

%$ST&'E( %%EPT

- Ne( cus!omers come in!o !$e !o% and leae!$roug$ a $ole in !$e bo!!om o# !$e bucke!&

-i! is al(ays easier !o sell a sa!is#ied cus!omer!$an an unsa!is#ied one or a %ros%ec!&

-/$e cos! o# ac"uiring a ne( cus!omer is

$ig$er !$an kee%ing a %resen! cus!omer& /$isis ($y serice and #ollo(-u% a#!er !$e sale areso im%or!an! !o sales%eo%le&


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)HE(E T& *"#+ P(&SPE%TS

-'ources o# %ros%ec!s can be many and

aried or #e( and similar* de%ending on !$e

serice or good !$e sales%erson sells&

Na!urally* %ersons selling di##eren! serices

and goods mig$! no! use !$e same sources

#or %ros%ec!s&


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PL##"#G P(&SPE%T"#G

ST(TEG,

-7re"uen!ly sales%eo%le* es%ecially ne( ones* $ae

di##icul!y %ros%ec!ing&

-Many sales%eo%le %re#er !o con!ac! %ros%ec!s$aing similar c$arac!eris!ics as !$emseles&

-/o be success#ul* %ros%ec!ing re"uires a s!ra!egy&

,ros%ec!ing* like o!$er ac!ii- !ies* is a skill !$a! canbe cons!an!ly im%roed by a dedica!ed sales%erson&


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Prospecting 'ethods - Ac!ual Me!$ods !$a! sales%eo%le use !o ob!ain %ros%ec!s

+& ?-,ros%ec!ing on !$e @eb-Indiidual-rgani;a!ions& 5old 5anasing3& ?ndless 5$ain 5us!omer )e#erral4& r%$aned cus!omers.& 'ales Lead 5lubs0& ,ros%ec! Lis!2& e!!ing %ublis$ed& ,ublic eCibi!ions

& 5en!er o# In#luence+6& Direc! Mail++& /ele%$one and /elemarke!ing+& bsera!ion+3& Ne!(orking


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Prospecting Guidlines

-/$e cri!eria !$a! you s$ould use in deelo%ing !$e bes!%ros%ec!ing me!$od&

+& 5'/MIE? or c$oose a %ros%ec!ing me!$od !$a! #i!s !$es%eci#ic needs o# your indiidual #irm

-D N/ 5,F AN/H?) 5M,ANFG' M?/HD

& 5oncen!ra!e on HIH ,/?N/IAL cus!omers #irs!&

3& Al(ays 5ALL BA5K on %ros%ec!s !$a! did no! buy&

-Look #or ne( cus!omers-Do no! be limi!ed !o your %resen! cus!omers


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The Prospect Pool

,)',?5/ ,L

L?AD )?7?))AL 5'/M?) ),HAN

- A grou% o# names ga!$ered #rom arious sources-?C& Mailing Lis!* !ele%$one book* re#errals* or%$ans* or eCis!ing

cus!omers&


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+& Leads - %eo%le and organi;a!ions you kno(no!$ing abou! or ery li!!le abou!&

& )e#errals - %eo%le or organi;a!ions you #re"uen!lykno( ery li!!le abou! !$an ($a! you learned #rom !$ere#erral&

3& r%$ans - com%any records %roide your only

in#orma!ion abou! !$ese %as! cus!omers&

4& Four 5us!omers - /$e mos! im%or!an! %ros%ec!s#or #u!ure sales&


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The (eferral %cle

- ,roides guidelines #or a sales%erson !o ask

#or re#errals in #our commonly #aced

si!ua!ions&

+& /$e ,rea%%roac$

& /$e ,resen!a!ion

3& 'erice and 7ollo(-u%


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(eferral %cle

,)',?5/ ,L

,)?A,,)A5H

'?)I5?and

7LL@-,

,)?'?N/A/IN

,)D5/

D?LI?)F


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%all (eluctance %osts

,ou 'one


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%all (eluctance

No! (an!ing !o con!ac! a %ros%ec! or

cus!omer

9Fou mus! admi! you $ae call reluc!ance and

!$a! your call reluc!ance s kee%ing you #rom

$el%ing o!$ers and earning ($a! you


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&btaining the Sales

"nter.ie/


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Benefits of ppoint0ent

'aing

/ele%$one A%%oin!men! ,lan and (ri!e do(n ($a! you (ill say& 5learly iden!i#y yoursel# and your com%any& '!a!e !$e %ur%ose o# your call and brie#ly ou!line

$o( !$e %ros%ec! may bene#i! #rom !$e in!erie(& ,re%are a brie# sales message& Do no! !ake no #or an ans(er& Ask #or an in!erie(& ,$rase your a%%oin!men! re"ues! as a "ues!ion&


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Benefits of ppoint0ent

'aing

,ersonally Making !$e A%%oin!men! Beliee in yoursel#&

Deelo% #riends in !$e %ros%ec!


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)ireless E-'ain Helps

,ou !eep in %ontact andProspect

milk and honey presentation

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