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55 Cards in this Set
- Front
- Back
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Prospecting
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important process of locating potiential customets for a product or service.
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What percent of annual turnover of clients?
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20%
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What is the biggest problem with prospecting?
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no one wants to be rejected
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What is the funnel of prospecting?
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leads 5-10
suspect 10-20 prospect 20-80 customer 80+ |
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What classifies as a lead?
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any referal contact
sounds like a match |
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What classifies as a suspect?
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Contact by phone, agrees to meet, more sources now
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Prospect?
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2 to 3 meetings, they do have money to spend, you can save and make them money, coach/champion id'ed
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customer
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sole source or clearly favored, completly qualified, presented to decision maker (champion)
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How do you manage the funnel?
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keep getting leads, set time for all companies in your funnel, forcast future revenue.
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3 methods to reaching to customers and why is each bad
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phone- who likes telemarketers, email- junk mail folders, mailing lists- thrown in trash
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Explain the chart
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just know it
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4 reasons why communication is important
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1. bulids trust, 2. helps satusfy customers needs 3. qualifies customer (they they qualify to be your customer 4. diffuses tention (jokes, stories etc)
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2 types of communication
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message and feedback
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How should your face be?
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SMILING-- show them you really want to be there
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hands?
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open, not crossed
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eyes--
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keep eye contact, pupils tend to enlarge when engaged in convo
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posture
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confident
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halo effect
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they will make thier decision about if they like you in about 30 seconds
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when you are bored what does your body do?
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body and eyes move around alot
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what should you bring with you to a sales call
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someone to take notes
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how should you dress
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match appearence to theirs
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how should the envirnment be
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ready, get there early to make sure there is no loud noises, and make sure there is water and enough chairs
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what are the 7 b's of listening?
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be smarter- listen
be patient- let others finish, never inturept, be interested- dont talk just to talk, be to the point Be ready- formulate responses to even the most odd questions be pertinent- to the pointbe be effective- reiterate and clarify be selective- not to many notes |
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what is an open question
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encourages response: why havnt you gotten laptops for everyone?
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what is a closed question
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led to yes or no: are u interested in buying laptops
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what does the godfather is in the house represent?
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ask permission, show respect to customer
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what is an elevator speech
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30 second speech to show champion why they should buy form you... has value statement, and is very clear
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how should you deal with negative news?
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say negative things with positive words, before or after meeting depends on the customer
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murphays law, and how to prep for it
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everything that can go wrong will go wrong so get there early
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how should you sit?
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mix in with each other, dont put all of your team on one side, and all of another team on another
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when should you hand out pampllets?
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last, leave them in your breifcase
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lots of slides and bullets or little
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little
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why should you write reports and memos
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to know aobut the case, and have it remembered how you want it remembered
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producer
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buys products and services to manufacturer and sells to customers
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oem's
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origional equiptment manufacturer: people who buy things to go in thier project (gm buys seats from lear)
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govt
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largest customer, has rules and regs
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insititutions
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churches, schools, museams,: have regulations too
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3 types of buy
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new: everything is new
modified re-buy: customer or product is new, other is the same straight re-buy: everything the same |
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2 main reasons to buy
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rational and emotional motives
unsatisifed needs and wants |
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8 steps of buying process
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1. recognition of pain, find customer with "broken bleeding leg" 2. define need 3. devolp specifications, tell them what they need to do 4. search for qualified vendors 5. proposal analysis 6. evaluation and selection of vendor. 7. place and receive order 8. evaluation of relationship
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what is buyer looking for?
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INTANGABLES-- trust/comfort level, management of risk, value and oppurtunity, total cost of ownership
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cross functional group
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people from other departments that will use it: people from marketing, finance, and the workers
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who is the black hat?
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dosnt want YOUR comany to do the job, needs attention
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tree hugger?
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dosnt like change, needs to know there wont be change
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coach
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knows all the players, know the plays and you can get advancement and facts from him
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gate keeper
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finincial person with title, he needds control
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decider/champion
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vp, in head seat.. needs ego
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secret agent man
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agrees to your face, says no out of the meeting... you need to convince him you are good
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fisherman
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not a real person... but the meeting is just to get info not to buy
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driver
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very assertive, task orinted.. hillary clinton
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expressive
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bush: responsive, warm, compoetive
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amiable
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clinton: high on response, low assertiveness, works well with people
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right brain
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aimables and expressives: real smile, family, small talk
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left brain:
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driver and analytical: straight to business
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analytical
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al gore: low response and low assertive
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