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Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.bi Painless Prospecting Craig James Sales Solutions May 13th, 2008

Painless Prospecting

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Page 1: Painless Prospecting

Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz

Painless Prospecting

Craig James

Sales Solutions

May 13th, 2008

Page 2: Painless Prospecting

Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz

Agenda

How to use this medium Introductions Content Closing Q&A

Page 3: Painless Prospecting

Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz

What is prospecting?

First contact

You are unknown to the prospect

Page 4: Painless Prospecting

Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz

How does the mere thought of prospecting make us feel?

Page 5: Painless Prospecting

Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz

Why is prospecting painful?

It's a low return-on-time activity

We often get ignored

We meet with lots of resistance

Page 6: Painless Prospecting

Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz

Why makes cold calling 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”

Page 7: Painless Prospecting

Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz

What makes cold calls “cold”

No relationship

No rapport

No trust

Page 8: Painless Prospecting

Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz

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!

Page 9: Painless Prospecting

Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz

How can we make prospecting less painful?

Set realistic expectations

Adjust our attitudes

Prepare ourselves

Use tools

Page 10: Painless Prospecting

Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz

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?

Page 11: Painless Prospecting

Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz

Preparation and Tools

Learn about your prospects

Create and use tools

Page 12: Painless Prospecting

Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz

Research

Research your prospects. Learn about Their business Their challenges Their management Their competitors

Page 13: Painless Prospecting

Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz

Create and Use Tools

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)

Page 14: Painless Prospecting

Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz

Tools

Scripts

E-mail Templates

Letter Templates

List of benefits and features

Page 15: Painless Prospecting

Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz

Comparing the tools

Cold calling

E-mail

Letter

Page 16: Painless Prospecting

Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz

Eventually you have to call!

Page 17: Painless Prospecting

Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz

What is the goal 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

Page 18: Painless Prospecting

Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz

Elements of an effective 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

Page 19: Painless Prospecting

Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz

How to handle resistance

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”

Page 20: Painless Prospecting

Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz

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

Page 21: Painless Prospecting

Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz

Closing Q & A

Page 22: Painless Prospecting

Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz

Sales Solutions

Service Offerings Skill Enhancement/Sales Process

Improvement One-on-One Sales Coaching Customized Sales Consulting Strategic and Tactical Advisory

for live deals

Page 23: Painless Prospecting

Sales Solutions 877-862-8631. [email protected]. www.sales-solutions.biz

Painless Prospecting

Craig James

Sales Solutions

877-862-8631

[email protected]

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