MRKT 455 Lecture Notes - Lecture 7: Lead Generation, Sales Process Engineering, Linkedin
3 Oct 2018
School
Department
Course
Professor
Document Summary
Lecture 7: prospecting: linkedin, google, conversations, etc. The sales process has 10 steps: prospecting, pre-approach, approach, presentation, trial close, determine objections, meet objections, trial close, close, follow up, general rule, 40% preparation, 20% presentation, 40% follow up. Steps before the sales presentation: prospecting, obtaining an appointment, pre-approach planning. Not all prospects are created equal: lead: a potential customer; a suspect, not a prospect, prospect: a qualified lead, a qualified prospect is mad, money to buy, authority to buy, desire to buy. How to qualify a prospect: ask the referral for information, research the company prospectus, keep your industry knowledge up to date, speak with non-competing sales people, ask the prospect. The main purpose of qualifying the lead is to save time. Motives, means and opportunity: determine why and how they will ultimately buy, motive, why the prospect buys, means, the ability to buy, opportunity, up to you to provide the opportunity to buy.
