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25 Cards in this Set
- Front
- Back
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What are the 5 basic types of machine tool and manufacturing equipment sales leads?
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1. Solicited leads
2. Unsolicited leads 3. Referrals 4. Research leads 5. Existing customers |
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What are solicited leads?
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Leads that are responding to some type of offer or advertisement such as trade shows.
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What are unsolicited leads?
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Potential customers who have sought out your company on their own initiative without any promotional activity.
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T or F: 70% of leads are never contacted and 43% of those never contacted made a purchase related to the inquirey within 13 months of the inquiry.
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TRUE
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What 6 questions can be asked about a lead to qualify it?
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1. Have they purchased from your company in the past?
2. Does the lead have a want or need that the product being offered can satisfy? 3. Does the lead have the ability to pay? 4. Does the lead have the authority to buy? 5. Can teh lead be approached favorably? 6. Is the lead eligible to buy? |
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What are the steps involved in handling leads?
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1. Follow up immediately
2. Qualify the lead 3. Grade and rank them to establish their potential value as customers. |
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What are the most effective methods for searching out leads?
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1. Telemarketing
2. Direct mail 3. Cold Calls 4. Restoring Old Customers |
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Is telemarketing more practical for selling standard machines rather than specialized machines?
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Yes
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Which prospecting tool is particularly usefuel for covering large territor4ies handle by a sngle sales rep or outlyin gterritory with long distanc e between locations?
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Telemarketing
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What information is sought in the telemarketing process?
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1. Verify the company is still in business.
2. Name of a viable contact 3. Type of business 4. Types and brand names of machinery used 5. Determining a company's need for new machinery 6. Future purchase plans |
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What three basic components must be in place for any effective telemarketing effort?
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1. Accurate and up-to-date contact list or database
2. Pre-planned list of questions for the prospect 3. Efficient record-keeping system |
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What are some pre-planned questions for the prospect?
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1. What manufacturing processes are performed at this location?
2. What person is responsible for specifying equipment? 3. What is the annual consumption of manufacturing equipment? 4. What types of existing machine tool equipment is in the plant? 5. What are their production quantities? 6. What are their upcoming purchases? 7. How many employees? 8. What type of ownership? |
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What is the main rule of telemarketing succes?
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Don't launch a telemarketing program until you have a response system in place.
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What are some telemarketin tips for the sales engineer?
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1. Write-out a prepared script before making calls.
2. Get past operators, secretarries and other gatekeepers by callin gearly in the morning or after the close of business. 3. When the customer answers, give a polite greeting and then state your name, your company's name and the type of business engaged by your company. 4. Once the appointment is made, do no prolong the call. |
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What items should be included in every direct mail letter?
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Accuracy
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What items should be included in every direct mail letter?
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Accuracy
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What items should be included in every direct mail letter?
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Accuracy, Get right to the point, Indent, avoid superlatives, no exaggerations, avoid clichés, be honest, include company literature, avoid junk mail look, use first class postage, and don’t use labels.
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What are the guidelines for making cold calls?
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Focus on getting a meeting with the customer rather than closing an order. State up front how long the meeting will take. Never ask for more than 20 minutes. Don’t try to sell anything oin your first meeting. Don’t ask more tha twice for a meeting when refused. Follow-up with a nice letter immedciately and again in 3 months. Be prepared to answer the two most frequent objections in cold callhing situations which are “I am not interested” and “I can’t afford it”. Have a positive attitude and believe you have a real benefit to offer the customer. Don’t apologize for making the call. Don’t expect to meet with more than 25% of those approached. Studies indicate that only 20% of those meetings will eventually place an order. Make the call and meeting brief. Always sleave a good broad-line brochure, business card or give away behind. Consider a thank you card after the visit.
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What are the guidelines for restoring old customers?
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Use similar approach as in cold calling. Try to get a meeting with the customer either very ear4ly or very late in the workday. To get a meeting, focus o any personal relationship that existed and exhibit a desire to reestablish that relationship. Make your approach at a time when a new machine is not in the works. Don’t try to sell anything during this meeting. Be cordial and humble during the meeting. Let the customer fully vent their anger and disappointment. Encourage them to be brutally honest and listen without comment. Once they’ve finished, ask permission to give your side of the story. Make a formal apology for the mistakes made by you, your company or builder. Don’t try to shift blame. Ask for another chance. Follow-up with a cordial letter.
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Review
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Review
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What format should a prospecting quota be in?
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1. Weekly
2. Monthly 3. Bi-monthly 4. Quarterly |
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What are the criteria for evaluation results of prospecting?
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1. Number of contacts made per period (weekly, monthly, etc.)
2. Number of positive responses per period 3. Type of response (literature request, appointment, quotation) 4. Ratio: Orders to calls. |
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What shoud be done if prospecting efforts are not producing either enough prospects or the right king?
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Review the prospecting plan
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What three main factors affect prospecting results?
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1. The quality of the lead
2. The method of approach 3. The questions asked |
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What is the term "prospecting" defined as?
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To look forward
Foresight |
