Strategic Prospecting and Pre-approach. Chapter 5. The Strategic Prospecting Process. A process designed to identify, qualify, and prioritize sales opportunities , whether they represent potential new customers or opportunities to generate additional business from existing customers.
A process designed to identify, qualify, and prioritize salesopportunities, whether they represent potential new customers or opportunities to generate additional business from existing customers.
Sales Funnel orPipeline: A representationof the trust-based sales process and strategic sales prospecting process.
Ideal Customer Profile: The characteristics of a firm’s best customers or the perfect customer.
The nature of the qualifying task is different for various types of personal selling
Salespeople must be resourceful and should devote time and effort to the searchand qualification phase
Establish daily, weekly and monthly quotas for acquiring new prospects
Establish a regular daily schedule for conducting prospecting activities.
Track your results from using the different prospecting methods.
What is working for you? Compare results and use the methods that work best for you.
Develop confidence by knowing your products and believing that you offer the best solutions.
Client name and pronunciation
Risk/type of buying situation
Communication style/profile of the buyer (may not be able to assess till several visits)
What is the market position of the company
Major competitor(s) of the company
Challenges the organization may be facing
Company characteristics – size, division, decision makers, etc.
It’s October 1 and your first day on the job as a salesperson for a central air conditioning firm in a town of about 65,000 people. Your boss, the owner of Stibb’s Commercial Air Conditioning, has said, “Go out and get some business customers.” Until now, Mr. Stibb has relied on a small advertisement in the local telephone directory to generate sales, but because sales are particularly slow during the fall and winter months, he has hired you as his first salesperson. Your earnings will come solely from commissions. How will you prospect for potential customers?