MRKT 455 Lecture Notes - Lecture 8: Lead Generation, Linkedin
Document Summary
The sales process has 10 steps: prospecting, preapproach, approach, presentation, trial close, determine objections, meet objections, trial close, closse, follow-up, general rules, 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: potential customers, a suspect, not a prospect, prospect: a qualified lead, a qualified lead is mad, money to buy, authority to buy, desire to buy. Motive, means, and opportunity: motive: why the prospect buys, means: the ability to buy, opportunity: up to you to provide the opportunity to buy, this is where you determine the why and how they will ultimately buy. Planning a prospecting strategy: meeting strangers and asking them to buy something can be uncomfortable for many, prospecting requires a strategy. It is a skill that can be constantly improved.
