Strategic

Prospecting
Your Key to a Funnel that Never
Dries Up

GROUNDRULES

Be here now. Stay

focused.
Cell phones on silent
mode.
Breaks will be
provided: 3 Cs
When in doubt, ask.
Aspire for quality
results.
Be open.

BE CHILDLIKE!

Introduction

Name
Years in Selling
What has so far been the most
challenging aspect of selling for
you?

6 As of Learning

A
A
A
A
A
A

ttitude
daptation
pplication
ttendance Punctuality!!!
ctive Involvement
ha!

Objectives

Describe how to qualify a lead as a

prospect

Identify indicators of a qualified

lead

Key Thoughts

Strategic prospecting is the process by

which salespeople separate out those that
are more likely to buy from those that are
less likely to buy in order to avoid wasting
resources.

Leads may be generated in a variety of

methods. It is important for salespeople
to know which are more effective.

Satisfied customers are often the best

source of good leads.

Key Thoughts

A strategic prospecting plan will

improve a salespersons prospecting
efficiency and effectiveness.

Salespeople should spend some time

learning
what they can (without wasting
resources)
about their qualified leads in order to
develop an effective sales strategy.

Strategic Prospecting
Sales Leads

Screened
Out

Screening
Procedures for
Qualifying
Leads

The process of
identifying, qualifying,
and prioritizing sales
opportunities, whether
they
represent potential
new
customers or
opportunities
to generate additional
business from existing

Screened
Out

Qualified
Prospects
Sales Opportunities
for the Salesperson

The Importance of
Prospecting

Which is first in the alphabet? L or

P?

A lead may, or may not, have

what it takes to be a prospect

Qualifying the lead

the process of locating quality

potential customers for a product or
service

a very essential sales activity

Prospecting Requires
Planning

Increase number of people in the Sales

Funnel

Improve the quality of prospects

Prospecting plans must be monitored

continuously for effectiveness

Shorten sales cycle by determining which

prospects are qualified

Copyright 2010 Pearson

Education, Inc. Publishing

Qualifying: How a Lead

Becomes a Prospect

A lead points to a potential buyer

4 basic criteria that can be remembered by the acronym
NAME, as follows:
1.

Need or want

2.

Authority to buy

3.

Money or ability to buy

4.

Eligibility to buy

Qualifying:
How a Lead Becomes a
Prospect

Two other qualifying criteria are:

1.The accessibility of the

individual

2.The potential profitability of

the prospect over the long run

Characteristics of a
Good Prospect

1.Does the lead have a want or

need?

Customers buy to satisfy

practical needs as well as
intangible needs

Characteristics of a
Good Prospect

1.Does the lead have the ability to

pay?

A target is not an acceptable

prospect without resources to
pay for the product

Ability to pay includes both cash

and credit
6-27

Characteristics of a
Good Prospect

Does the lead have the authority to

buy?

Knowing who has real purchasing

authority saves the salesperson time and
effort and results in a higher percentage
of closed sales

Characteristics of a
Good Prospect

Can the lead be approached favorably?

Some prospects may not be accessible

Can we successfully get through the
gatekeeper?

Characteristics of a
Good Prospect

Is the lead eligible to buy?

Do we want to do

business with the

suspect/lead?

A customers

B customers

Need to follow up
immediately

Have a need, but

dont need
immediate
attention

C customers

Not likely to buy in

3-6 months

Have allocated budget

Objective of Qualifying: Put customers

into A, B and C buckets
B
Custome
rs

A
Custome
rs

C
Custome
rs

B
Custome
rs

Willing to purchase

Workshop/Application

What situations will indicate

that a prospect has a need for

what we sell?

What are the indicators of

authority to buy and ability to

pay?

Who are Eligible to Buy?

Questions To Ask Yourself

AFTER Talking To The
Prospect

Will this business happen for

anyone at all?

If this business can happen, is it a

good opportunity?

Do you have the sort of product

that fits a prospects needs?

Has the prospect committed to

making a decision within a
reasonable time frame?

The Prospects
Mental Steps
THE PROSPECTS MENTAL STEPS
Step 1
Attention

Try at all times to capture and maintain the prospects attention. At

times this may be difficult if the prospect faces :
oDistraction
oLack of sufficient time
oLack of awareness or interest
Carefully plan what you have to say and how to say. Move quickly to
step 2 to sustain the prospects interest.

Step 2
Interest

First determine the prospects important buying motives. This can

help in capturing interest.
You may have to do this well in advance or prior to your presentation
by asking questions. The prospects interest will grow if they listen
and enter into discussion with the salesperson.

The Prospects
Mental Steps
THE PROSPECTS MENTAL STEPS
Step 3
Desire

Desire begins to develop based on information and evaluation of

product features, advantages and benefits. This is due to forming
positive attitudes that the product may fulfil needs or solve problems.
Positive attitudes brought about by knowledge obtained through
presentation.

Step 4
Conviction

Prospects may desire a product, but they still need to be convinced

that your product is most suitable for their needs. At this stage the
salesperson develops a strong belief that the product is best suited
to the prospects specific needs. Conviction arises when there are no
doubts about the product.

Step 5
Action by Purchase

If the prospect is satisfied, plan the most suitable method of asking

the prospect to make a purchase. If you as the salesperson have
engaged effectively in all your preceding steps, closing the sales
would be very easy.