Social CH 5

Personal Selling

Why do we prospect?

salespeople who do not regularly prospect lose customers

Why do people who don’t prospect lose customers

Strategic Prospecting Process

designed to identify, qualify, and prioritize sales opportunities

What is the strategic prospecting process viewed as?

A sales funnel or sales pipeline

What makes a good prospect?

MAD (money, authority, desire)

Methods

Get it Done

Prepping for the prospect

finding basic information about the prospect, info about the selling situation, and different sources of information

Basic Info

Info about a selling situation

type of purchase, motivation for buying, current supplier, buying center members and roles, buying process, available budget, and competitors involved

Where can you find this information?

online searches, online and print directories, prospect website, social media, annual reports, trade and business press, professional organizations, company databases, contact with prospect

What are sales people afraid of?

REJECTION!!!