1. 5-1 Using Information in Prospecting and Sales Call Planning 5

2. 5-2 USING INFORMATION IN PROSPECTING AND SALES CALL PLANNING

3. 5-3 Learning Objectives Understand the concept of CRM and how database-driven systems for customer management benefit salespeople and the selling effort of a firm Describe how to qualify a lead as a prospect Explain why prospecting is important to long-term success in relationship selling

4. USING INFORMATION IN PROSPECTING AND SALES CALL PLANNING 5-4 Learning Objectives List various sources of prospects Prepare a prospecting plan Explain call reluctance and point out ways to overcome it Describe elements of the preapproach and why planning activities are important to sales call success

5. USING INFORMATION IN PROSPECTING AND SALES CALL PLANNING 5-5 Does the potential prospect appear to have a need for your product or service? Can the potential prospect derive added value from your product in ways that you can deliver? Qualifying the Prospect – Five Key Questions

6. USING INFORMATION IN PROSPECTING AND SALES CALL PLANNING 5-6 Can you effectively contact and carry on communication/correspondence with the potential prospect? Does the potential prospect have the means and authority to make the purchase? Does the potential prospect have the financial capability to make the purchase? Qualifying the Prospect – Five Key Questions

7. USING INFORMATION IN PROSPECTING AND SALES CALL PLANNING EXHIBIT 5-7 From Leads to Customers 5.2

8. USING INFORMATION IN PROSPECTING AND SALES CALL PLANNING 5-8 A customer goes out of business Your contacts in a client firm leave Your firm needs to increase revenues A customer moves to a location outside your sales territory Prospecting is a Priority When…

9. USING INFORMATION IN PROSPECTING AND SALES CALL PLANNING EXHIBIT 5-9 Sources of Prospects 5.3

10. USING INFORMATION IN PROSPECTING AND SALES CALL PLANNING 5-10 Elements of the Preapproach Establish goals for the initial sales call Learn all you can about the prospect Plan to portray the right image Prepare the presentation Determine the approach

11. USING INFORMATION IN PROSPECTING AND SALES CALL PLANNING 5-11 Sample First Sales Call Goals To have the prospect: Agree to a demonstration of your product Agree to contact your references Initiate the process to set your company up as a vendor Set up another appointment with you

12. USING INFORMATION IN PROSPECTING AND SALES CALL PLANNING EXHIBIT 5-12 Sample Items to Research Before the Sales Call 5.5

13. USING INFORMATION IN PROSPECTING AND SALES CALL PLANNING 5-13 Presentation Planning Items How much technology should I employ, and what types? How formal should the presentation be? How long should it be? How long for Q&A? What materials should I send the prospect in advance and what should I bring with me?

14. USING INFORMATION IN PROSPECTING AND SALES CALL PLANNING 5-14 Tips for a Professional Image Dress in business casual if the client suggests it When in doubt, dress up to business attire Ask the prospect about the dress code during the preapproach Never dress down below the client’s level of attire.

15. USING INFORMATION IN PROSPECTING AND SALES CALL PLANNING 5-15 Dress to Achieve Visit Syms Dress to Achieve websiteSyms Dress to Achieve Visit the “Basics”, “Men” and “Women” sections for general business dress guidelines Visit the “Occupational Wardrobe” section to see specific sales dress information