Chapter 5 – Approaching Prospects

 

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Chapter 5 : Approaching Prospects
Chapter 5 : Approaching Prospects
The Importance Of Presale Planning
The Importance Of Presale Planning
Better Understanding Your Prospect's Needs
Better Understanding Your Prospect's Needs
Ways To Increase Your Chances Of Success On Sales Calls
Ways To Increase Your Chances Of Success On Sales Calls
The First Time You Connect With Your Prospect
The First Time You Connect With Your Prospect
Generating A Prospect's Interest On The Phone
Generating A Prospect's Interest On The Phone
How To Ask For The Appointment
How To Ask For The Appointment
Using Creativity & Perseverance To Get The Appointment
Using Creativity & Perseverance To Get The Appointment
How Gatekeepers Can Really Help You
How Gatekeepers Can Really Help You
Chapter 5 : Recap & Quiz
Chapter 5 : Recap & Quiz
 
 
 

Chapter 5 : Approaching Prospects
 
In this lesson, you’ll learn the best ways to approach potential prospects. How to pre-plan and “think” like your prospect prior to making your call and how to use the 5 P’s to your advantage. You’ll also learn what to say to your prospect when you call, what type of message to leave on their voice mail and how to work with the “Gatekeeper.” A brief multiple-choice quiz and recap immediately follow this lesson to reinforce your understanding.
Topics
 
  • What to Say to Prospects
  • Why First Impressions Matter
  • Making a Great First Impression
  • Practicing the 5 P’s
  • Dealing with the Gatekeeper
 

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Test Your Knowledge of Chapter 5
 
 
 


Recap
 
Always practice the 5 P’s. Proper Planning Prevents Poor Performance.

Depending on what you’re selling, the time and cost investment you make in pre-sales planning will vary.

Low priced items to a lot of customers means a small investment of time into any one sales call.

Expensive items to very important prospects means a greater investment of time and effort into presale preparation.
 
Two Call Etiquette Tips:

  • When you leave your telephone number, always repeat the number twice.
  • Make sure that you always do what you say you’re going to do. Follow up with the emails. Follow up with an email. Be timely with your response. Do what you said you would do.
 
What should I say when I get through to my prospects?
  • Introduce yourself and the company you represent.
  • Establish credibility. Tell the prospect why you’re calling. If you were referred to them, tell them now.
  • Make an interest generating remark. Remember, this is where you, as a relationship salesperson, “leap across the imaginary bridge from your side to the prospect’s side”. You’re now saying something of importance to them.
 
Finally, how to engage the gatekeeper.
  • Be honest. Tell them your true intentions. Use the gatekeeper as your entry point towards meeting the decision maker.
  • Share your preliminary findings with the gatekeeper. Involve them. Bring them into the loop and make them feel important.
  • Remember, decision makers trust the gatekeepers and value their opinions.
    Credibility with the gatekeeper equals credibility with the decision maker, so don’t be shy or ashamed to ask for help. Don’t lie to the gatekeeper. Don’t try to fool your way around the gatekeeper. Be polite and professional. No whining or complaining.
  • Finally, retain your sense of humor.