Painless Prospecting

Painless Prospecting

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  Painless Prospecting Craig James Sales Solutions May 13th, 2008 Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
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  Agenda How to use this medium Introductions Content Closing Q&A Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
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  What is prospecting? First contact You are unknown to the prospect Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
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  How does themere thought of prospecting make us feel? Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
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  Why is prospectingpainful? It's a low return-on-time activity We often get ignored We meet with lots of resistance Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
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  Why makes coldcalling unappealing? We expect the worst “I’m not interested” “I’m busy” (You’re interrupting me) “We’re happy with our current provider” “I hate telemarketers” Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
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  What makes coldcalls “cold” No relationship No rapport No trust Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
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  Why else? We don’t know what to say when we hear these objections to the gatekeepers when we get voice mail when we actually get someone who’s willing to listen! Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
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  How can wemake prospecting less painful? Set realistic expectations Adjust our attitudes Prepare ourselves Use tools Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
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  Expectations and attitude Expectations You will get more nos than yesses The best baseball players make out twice as often as they get a hit! Attitude Apprehension - it’s normal! “I am not a telemarketer!” Don’t take nos personally Rejoice at the yesses! Worse thing that could happen? Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
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  Preparation and Tools Learn about your prospects Create and use tools Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
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  Research Research your prospects. Learn about Their business Their challenges Their management Their competitors Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
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  Create and UseTools Know the benefits you offer Create a script and practice it Know the most common objections and your responses Develop qualifying questions Consider making a pre-call contact (letter, email) Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
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  Tools Scripts E-mail Templates Letter Templates List of benefits and features Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
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  Comparing the tools Cold calling E-mail Letter Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
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  Eventually you haveto call! Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
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  What is thegoal of an initial call? It is not to close a sale It is to establish a relationship by building rapport and trust stimulate interest and desire by conveying benefits determine if prospect is qualified by asking questions schedule a meeting or next call Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
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  Elements of aneffective cold call State who you are, the company you represent, and what you do Ask a question Present a concise benefit statement Ask a “what do you think” question Ask a short series of discovery and qualifying questions Schedule a meeting or second discussion Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
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  How to handleresistance I’m not interested” “I’m busy” (You’re interrupting me) “We’re happy with our current provider” “I hate telemarketers” “I don’t believe you” Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
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  Summary Prospecting doesn’t have to be painful it doesn’t even have to be cold! The best way to overcome prospecting reluctance is to be prepared Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
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  Closing Q &A Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
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  Sales Solutions Service Offerings Skill Enhancement/Sales Process Improvement One-on-One Sales Coaching Customized Sales Consulting Strategic and Tactical Advisory for live deals Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz
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  Painless Prospecting Craig James Sales Solutions 877-862-8631 [email protected] Sign up to receive our Free monthly e-newsletter, The Sales Solution, at www.sales-solutions.biz Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz