1. Sales Prospecting, the Pre-approach and the Approach

2. Who is a prospect?
The person/organization who is most likely to benefit from a product and can also afford to buy. A lead is a person or an organization who might possibly be a prospect. A lead must first be qualified before it can be considered a prospect

3. Prospects vs Suspects
You ‘spend’ time with a suspect (leads); you invest time with a prospect (qualified). Prospecting is a 24/7 job and is the life-blood of sales. It identifies potential customers

4. Good prospecting increases and improves your productivity
Good prospecting means more sales because it allows you to spend your time with people whose probability of buying is high
Good prospecting increases and improves your productivity

5. What is a qualified prospect?
A qualified prospect has a need for the product, can afford to buy, has the authority to make the decision to buy

6. How to qualify a prospect?
Does this individual or business need my services or product?
Does this individual or business perceive a need or problem that may be satisfied by my product or service?
Does the individual or business have a sincere desire to fulfill this need or solve this problem?
Can this person desire to fulfill needs or solve problems be converted into a belief that my product is needed?
Does this individual or business have the financial resources to pay?
Does the individual have the authority to buy?
Is this potential prospect’s purchase large enough to be profitable?

7. How to get qualified prospects?
Referral systems
Centres of influence/networking
Personal observation
Sales associates
Cold calls
Direct marketing
Parties
Walk ins or call-ups

8. Planning for selling
5Ps
Prior Planning Prevents Poor Performance

9. The Preapproach to Individuals
Name
Age
Education
Place of residence
The need
Ability to buy
Authority to buy
Facts about family
Reference groups
The best time to call
Personal peculiarities
Occupation
Recreation, interests, hobbies

10. The Preapproach to Organizations
Company personnel
Company operations
Buying practices

11. Prospect’s state of decision
The primary demand for a product must exist before selective demand can be stimulated

12. The Approach The Approach has three goals
To gain the prospect’s attention
To stimulate an interest in the proposition
To provide a smooth transition into the presentation

13. 80% of all sales people have call reluctance. Results follow effort
Successful sales professionals make the sales calls for the benefit of the prospect and for their personal gain
– in that order

14. How to open the sales call?
Gambit used to catch the interest of the customer.
There is no such thing as a routine sales call.
You must learn ‘creative discontent’
Customer should look forward to your arrival.

15. Opening Gambits Introductory Product Consumer benefit Curiosity Shock
Showmanship
Offering free services
Question
Statement
Premium
Survey
Compliment
Referrals
Dramatics

16. Other essentials of a good approach
Making and keeping appointments
Timing the approach
Use of the business card
Appearance
Avoiding the early dismissal
Never apologizing for taking the prospect’s time
Winning undivided attention
Relieving or removing sales tension
The call-back approach

17. Success follows the person who possesses courage, courtesy and confidence
Buyers often judge sales people chiefly by the way in which they come back after frequent rebuffs