MARKETING AND PROFESSIONAL SALES
INeal
MKT340Presentation.pptxPhone Prospecting
CMU – MKT 340
Self Image
Skill
Grind
SELF IMAGE
Self Image
SELF IMAGE What % of human communication is verbal?
10%
There are two other components of communication. What are they?
There are two other components of communication. What are they? Answer: Tonality and Body Language (each make up 45%)
I love presenting to MKT 340 students
I love presenting to MKT 340 students
Our nonverbals affect how others see and feel about us, but do they affect how we see and feel about ourselves?
Fake It, ‘til You Make It
Fake It, ‘til You Make It
Is this important to you?
Grind
GRIND
“If it’s easy to do, it’s also easy not to do”
Why is this important in prospecting?
Skill
No Magic Sales Words – Just Avoid the Mistakes (Mousetraps)
Common Mistakes
Lacking Enthusiasm/Confidence
Don’t Know Who You’re Talking To
Disingenuous Questions
Binary Questions
Did Not Qualify the Prospect
AVOID THE MOUSETRAPS
Phone Prospecting
What Do You Want to Sell Me?
Phone Prospecting Recap
Enthusiastic as Hell
Enthusiastic as Hell 2. No one has a land-line, the person who answers the phone is the prospect on the list. Know who you’re calling
Enthusiastic as Hell 2. Know who you’re calling 3. “How are you?” is Disingenuous.
Enthusiastic as Hell 2. Know who you’re calling 3. “How are you?” is Disingenuous. 4. Binary = Bad (Can I help you find anything?)
Enthusiastic as Hell 2. Know who you’re calling 3. “How are you?” is Disingenuous. 4. Binary = Bad 5. Qualify. Otherwise you’re just wasting your time
Shameless Plug
Thursday, 2-21-19
Grawn Atrium
5:00-7:00
Free Pizza
Shameless Plug
Thursday, 2-21-19
Grawn Atrium
5:00-7:00
Free Pizza
MIKE
