4.00 Understand channel management and selling. 4.03 Perform pre-sales activities to facilitate sales presentation. Terms to Know. Define the following terms: prospect, prospecting, lead, referral, endless chain, center of influence, bird dogs, cold calls. Prospect – a potential customer
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4.03 Perform pre-sales activities to facilitate sales presentation.
Works on the principle of “Multiplication” of relations. The salesman collects the names and addresses of friends and relatives and interviews the persons who are likely to be prospects. They may not turn out to be a prospect but they may know someone who will.This method is most effective in development of prospects of intangibles like investments and insurance.
For a prospect minded salesman, prospects are everywhere. The salesman plays the role of a keen observer. A salesman who is alert to identify the prospects, does it so easily and quickly. That is why, this method is popularly known as “eyes and ears” inductive method. He observes keenly, meaningfully and meticulously. It may be a conversation – a street comment- cinema house chitchat- office grape- vine talk- comments at public meetings- remarks at recreation,etc. A good salesman reserves some time daily for meaningful observation to gain prospects.
Prospecting methods continued
This method works on ‘laws of averages. Also know as the ‘new account’ method. Here, the salesman does not know the prospect. Taking a chance by collecting the names and addresses of such leads in a particular locality and calling on them. The underlying idea is to benefit a person by calling on him. Salesman uses ‘you attitude’ and is used in case of consumer and industrial goods.
The salesman contacts the former and present users of the products by mail. The contact message covers the arrival of new products. Circulars,sales letters, and advertising folders can be sent to both old,current and likely customers depicting the latest features of the product or line. This direct mail approach needs a selected mailing list which is up-dated. This is as good or better than a personal call, because it uncovers the unknown prospects and makes prospect need-conscious. It is a great time saver and has the same effect as that of a personal call.
Prospecting Methods continued
Every individual is the center of influence in one way or the other. A salesman develops a selected band of persons who serve as his center of influence in his own territory or the community. The more friends a salesman has, the more center of influence he can tap in finding the prospects for his products. He asks the dominant members of this group to use or endorse his products. These selected persons are either the customers or the influential friends of customers. Such persons may be ministers, doctors, lawyers, bankers, professors, club officials, business leaders, social workers and the community leaders.
‘Bird dog’ is the nick-name given to those persons who visit houses at a definite interval. For instance, we have electric or water meter readers, gas boys, milk suppliers, news-paper boys visiting in official capacity many households in a particular locality. Even these may be watchmen, liftmen, household servants. These ‘bird-dogs’ or ‘sales associates’ provide a good deal of demographic information relating to households on which the salesman can capitalize. This works out as the most reliable source of information and economical too. The information is got without asking the prospects.
h. Demonstrate how to qualify a prospect.
Discuss the importance of the introduction when calling to set up a sales appointment.The client must understand who you are and who you represent
g. Demonstrate how to book appointments with prospective clients.
We may not be aware of our mannerisms, but other people are. Distracting mannerisms can pull attention away from the speaker, and cause them to lose their train of thought. Here are 14 distracting behaviors. Are you guilty of any of them?
These unconscious mannerisms send the message that we are tired, bored or distracted. We can catch ourselves and eliminate distracting habits so we look poised and professional. Ask a trusted friend or co-worker to help you identify your tics and twitches.
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