Professional Documents
Culture Documents
ProspectingThe Lifeblood
of Selling
McGraw-Hill/Irwin
ABCs of Selling, 10/e
Main Topics
6-3
True
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hi
ca
l
ce
rv i
Se
T
T T
T T TT
T T T T
Builds
Relationships
6-4
1. Prospecting
2. Preapproach
3. Approach
4. Presentation
5. Trial close
6. Determine objections
7. Meet objections
8. Trial close
9. Close
10. Follow up
6-5
6-6
6-8
6-9
6-10
6-11
6-12
6-15
6-16
6-17
6-18
6-19
Prospecting Methods
(3)Orphaned Customers
(4)Sales Lead Clubs
6-20
6-22
6-23
Prospecting Guidelines
6-24
6-25
Leads
Referrals
Orphans
Your customers
6-26
6-27
6-28
6-29
6-30
The presentation
Build rapport (high-context cultures), explain agenda
6-32
6-33
6-34
6-35
6-37
6-38
6-39