Академический Документы
Профессиональный Документы
Культура Документы
Pre-sale preparation
Prospecting
Follow up action
Sales Presentation
Prospecting
Successful prospecting
50 potential prospects 15 Qualified prospects 6 Interviews 1 sale 50 potential prospects 25 Qualified prospects
17 Interviews
7 sales
No
Yes
Successful prospecting
Process of prospecting
Methods of prospecting
Cold canvassing Endless chain customer referral Prospect pool Centers of influence Non competing sales force Observation Friends and acquaintances Lists and directories Direct mail Telemarketing Trade shows and demonstrations
Selling process
Pre approach to selling Approach to the customer Sales presentation - approach to sales presentation - attracting customer attention - creating interest - arousing desire and building conviction Methods of sales presentation - canned presentation - organized presentation - tailored presentation
Make concessions in small amounts Admit mistakes and make corrections willingly BE prepared to withdraw a concession Avoid split the difference strategy Do not advertise willingness to concede
Follow-up action
B2B selling