PROSPECTING

: ON FIELD
PREPARED BY:
TEACHER SUE
 Prospects create
why BUSINESS
prospecting LIFELINES

is Your prospects
provide valuable
important feedback for your
in sales? efforts
Leave your mark
A prospect is also a
contact
what is
prospecting?

First step in the sales process that

consists of any activities used to
identify potential customers.
 Leads Prospects
Large quantities Pre-selected as being a
through marketing good fit for the
channels business
(socmed, website traffic Already spoken by us
driven by search engine
results)
No engagement
prospecting
Methods

Face to Face (FTF)

Table to table (TTT)
Cold calling (CC)
Survey
Booth
 HOT BUTTON
Develop the HOT BUTTON that stimulates interest and
gives them a compelling reason to listen to you.

MINDSET

F
Always keep in mind that your prospect is more interested
in what your product or service will do for them

FUTURE EXPECTATIONS

T 86% of people make purchasing decisions based on future

expectations

RELEVANT

F People buy based on their reasons ,not yours

PROBLEM IDENTIFICATION
Verbalize a prospect’s greatest pain or problem

OBJECTIVE
To get prospect’s contact details, later on will follow-up
with calls to set an appointment
 OBJECTIVES

To get prospect’s details

T
Present on the spot

T
T
 SALES PRACTICE
Individuals are contacted who have not previously
expressed interest in a product or service

SUCCESS RATE

C The most skilled professionals, cold calling produces

perhaps a 2% success rate

BEST TIME TO COLD CALL

C Wednesday & thursday

10am - 11am & 4pm -5pm

TECHNIQUES
Stop running from rejection
It’s a marathon, not a sprint
learn to cut losses
follow your scripts but stay open

OBJECTIVES
Follow-up from an initial cold call
set up an appointment
S UNDERSTAND BETTER
Understand the lead better, starting from their needs,
up to the context behind their inquiry

U PRE NEED ANALYSIS

The process of determining what exactly a sales prospect
needs to achieve their goals/objectives

R HIGH QUALITY LEADS

Generating high auality leads that can convert leads into
clients

V COMMUNICATING
PRODUCT VALUE

E OBJECTIVES
To get contact details

Y
Pre need analysis
Validate prospect’s data, qualify them faster & ensure
we engage only with the best prospects
B GAIN TRUST
Prospects more comfortable

FOLLOW-UP

O Within 48 hours

DEVELOP THE

O RELATIONSHIP
To qualify your contact databases and capitilise on the
exchanges you had at thebooth, follow-up in several

T
ways (ex: Linkedin, social media, etc)

OBJECTIVES
Create a relationship and a follow-up conversation

H
SCRIPTS
EXERCISE
Introducing
yourself
Introducing your
company
Script
Describe how your
products can
exercise
benefited them
 SCRIPT
(FTF, TTT, CC, SURVEY, BOOTH)

Assalamualaikum/Good morning.
Saya _______________ dari Quantum Metal.
En/puan ada buat simpanan emas?
Pernah tahu berkenaan company Quantum Metal?
Kami menyediakan solusi pemulihan ekonomi melalui
simpanan emas.
Jual dan beli di hujung jari je.
(tunjuk apps QM)
ROLE - PLAY
thank
you!
a goal setting presentation
by thomas phillips