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To succeed in sales, you must be able to find and close a sufficient number of qualified
prospects and developing a favorable relationship with most of their prospects.
The ability to prospect efficiently, effectively and enjoyably will enable you to meet with
prospects that need, want and can afford your products and services- now. Your confidence
will soar, and empower you to develop a consistently superior income stream.
Follow these 10 Tips for Prospecting Success to your Natural Market and
tapping Corporations
3. Present a “prospecting offer” of no more than 15-20 minutes that clearly states who
you are, what you are selling, and the best features of your product or service. Ask about
how the prospect is doing, how is family, health or work? (Data gathering through quick
updates or “kamustahan”, needs analysis for investment, retirement, education or insurance
cover eg. New home, new baby, new car, promotion, MRI Loan). Find out what Benefit will
cause this Client to buy from you. Finish up with “Would you like a win-win scenario with
both living and death benefits? Given the unpredictable life’s risks of death, disability,
critical illness, or accidental death, we have all-in-1 benefits that will help you have that
assurance and peace of mind. These guaranteed benefits come with a whole life cover up to
age 100. May I know your preferred schedule (day and time) for the 15-20 min.
presentation? Thank you, (sir or Ma’am Client/HR Head) and see you on <confirmed day
and time> at <venue>!”
4. If the prospect says “No” or “not interested,” please remember to say,“Thank you very
much for your time and for taking my call. Do let me know when you will be
interested sometime in the future. Have a wonderful day!” That will be the most
pleasant sales call they ever get. If the reasons given are “time and budget”, do ask for
their preferred time frame so that you can get back to them for a presentation date and
close that sale. Then move on to your next and more positive client or company.
5. Schedule prospecting sessions for 10-15 minutes each which is more productive.
6. Practice your best sales pitch. The goal is to hear yourself using your usual
conversational tones. Just relax and present your offer in a natural manner or “soft selling”
the benefits of the product after the needs are addressed.
7. Be determined to spend your selling time only with High Probability Prospects.
Disqualify low probability prospects quickly and courteously so you can manage your time
more wisely, efficiently and effectively.
8. Accept the fact that prospecting really is a “numbers game.” The most important
numbers are your Dials Per Hour and the ratio of prospecting Offers to Dials.
9. Keep accurate records of your prospecting sessions. We have trained many salespeople
to be successful prospectors. The most successful keep accurate records. The act of
keeping records will cause your subconscious mind to constantly improve your results.
10. Telephone prospecting is the most productive way to build up your sales
volume, with very little up-front expense and a minimum of marketing expertise. Start with
telephone prospecting, and eventually you will get so many referrals from your existing
customers that you will have more sales than you can ever imagine.
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