Chapter Six

 

1. Review the ten steps in the selling process.
2. Explain the steps before the actual sales presentation.
3. What is prospecting and define the following terms as they relate to prospecting:
1. Lead
2. Qualified Prospect
3. MAD
4. Where do salespeople find prospects?
5. Discuss each of the following methods of prospecting:
1. E-prospecting                                    H.  Public exhibitions and demonstrations
2. Cold canvassing                        I.   Center of influence
3. Endless chain                          J.   Direct Mail
4. Orphan customers                        K. Telephone and telemarketing
5. Sales lead clubs                        L.  Observation
6. Prospect lists                                    M. Networking
7. Get list of prospects                       
6. Explain the following criteria for developing the best prospecting method:
1. Customize
2. Concentrate
3. Call back
7. What is a prospect pool and what are the four main sources?
8. What is the referral cycle?
9. What is a parallel referral sale?
10. When asking for referrals, explain why it is important to ask correctly.
11. Discuss the preapproach stage of the referral cycle.
12. Explain the presentation stage of the referral cycle.
13. Discuss the product delivery phase of the referral cycle.
14. Explain the service and follow up stage in the referral cycle.
15. Discuss why it is important to not mistreat the referral and why it is important to track referrals.
16. What is call reluctance and why does it cost the salesperson money?
17. What are the benefits of making an appointment?
18. What are the advantages and disadvantages of making appointments by telephone and in person?
19. How does wireless e-mail help the salesperson keep in contact and prospect?