MARKETING AND PROFESSIONAL SALES
INeal
Spring2019SellingProcessSalesDeck.pptxMKT 340 Spring 2019
Sales Process
Overview
Evolution of Sales Eras
Producers vs Collectors
The Psychology of Selling published in 1925-selling techniques-F.A.B.
SPIN Selling- scientific analysis of complex sales
Purchasing Revolution
The Challenger vs. Relationship Sale
2
The Selling Process
A consistent 8 step cycle
Prospecting
The process of searching for and finding qualified customers for your product or service
Leads:
A potential customer that may or may not be prove to be a valid prospect
Qualifying Leads:
The act performed by salespeople of searching out, collecting and analyzing information to determine the likelihood of the lead being a good candidate to make a sale.
Where do leads come from?
Response to marketing campaigns
Industry specific magazines
General business magazines/newspapers
Business channels-Cable business news
Where do leads come from?
Industry specific trade shows
Industry specific conferences
Industry specific networking events
Chamber of commerce events
Where do leads come from?
Lead databases
Industry blogs
Company websites
Social networks
Where do leads come from?
Existing customers
Referrals
Friends, family, personal network
Networking/observation
Prospects
Potential clients you have identified as a strong candidate for buying your product.
A prospect is a MAD buyer
the Money to spend
the Authority to buy
the Desire to buy it
Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall.
1-12
Pre-Approach
During Pre-Approach, the salesperson tries to learn everything she can about the account
Can take a significant amount of time
LEARN WHAT IS IMPORTANT TO THEM AND THEIR CUSTOMERS
Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall.
1-13
Pre-Approach- How do you research the company?
See finding leads section
Company websites (specifically press releases and annual reports)
Articles about new products being launched/interviews with key personnel
Hear a key target client speak at a conference, industry networking event
Pre-Approach How do you research your target company?
Search LinkedIn about a specific person/industry you are interested in.
Watch for key industry trends that affect your customers and their customers
Watch for key governmental policy changes
Approach
Approach: salesperson asks buyer to commit to a meeting
In person
On phone
Opening statement must get buyer’s attention
Questions
