Professional Salesmanship (Midterm)

Socrates

"the secret of change is to focus all of your energy not on fighting the old, but on building the new."

Things to avoid when telephone prospecting

-making one call, then stopping for a break. -counting a busy signal as a complete call. -failing to call back after leaving voice-mail message -fiddling with papers , paper clips, pencils, pens or yor computer between calls.

Suspecting

-you only educate a suspect not qualify -Suspect could be anyone or everyone -a failed prospect is your suspect.

What makes a Good Salesperson

1. Ability to listen 2. Empathy 3.Competitiveness 4. Networking Ability 5. Confidence 6. Enthuiasm 7. Resilency.

Six Ways to Misposition Yourself

1. Too much cold calling 2. Appearing as a pest to your prospects 3. Coming across as desperate to make a sale. 4.Fitting the stereotype of the fast-talking salesperson 5.Portraying yourself as price cutter. 6. Being a product pusher.

10 ways to better positioning

1. become columnist for trade magazines your prospects an customer read. 2. author a howto-do-it manual that helps your customers do what they do better. 3.develop and distribute your own monthly or quarterly electronic newsletter to tarrgeted prospects. 4.build and promote your own website with free information and tips for customers and prospects. 5. send up-to-the minute news releases related to your successes to media outlets your customers read, view, or listen to. 6. Develop your top 20-40 list of prospects and customers and send a monthly update, small gift, tip sheet or relevant article. 7. serve on appropriate boards and commitees that have high visiblity with your targeted prospects. 8. offer to provide free how-to do it-, noncommercial seminars or workshops for associations and organizations your prospects belong to. 9.Personally sponsor activities that are attented by people in your targeted market. 10. create strategic partnerships with noncompeting products or services to be seen as part of a total solution to solve your mutual prospects problems.

Converting suspect to a prospect

1. communicate consistently with suspects. Dont just invite suspects to your office for a chat. 2. Arrange to meet. 3. begin to filter suspects. 4. Make a decision

Six ways to stay organized

1. develop a standardized system for storing prospect data. 2. create your own customer checklist of data you'll need on each prospect unique to your situation. 3. store your master prospect list , either electronically or, at least , in alphabetical order. 4. Create a tickler file or set up a digital reminder system to stay in touch with prospects at the right times. 5. Use frequent contact ( e-mails, newsletter, letters, calls gifts, cards, etc) to keep you and your products at the top-of-consciousness for your propects. 6. Never send anything in any way that doesn't give your prospects a chance to raise their hand and say , I'm now interested. Contact me.

The three most essential prospecting principles

1. the better the job you do of finding and attracting qualified prospects, the higher your closing average will be. 2. Your future success in selling is in direct proposition to the quality and breadth of your prospect file. 3. the salesperson who asks enough of the right questions of the right people in the right places will always have plenty of qualified prospects.

IMPACT

Investigate, meet, probe, apply, convince, tie it up.

Prospectus

Latin word of Prospects

Perception, Choice, Primacy

Personal Positioning is all about three things.

Trade secrets

Top selling, smart sales professionals take great care to position themselves in ways that are consists with the image and positioning their product and services.

Characteristics of an Entrepreneur.

Unwavering Passion Comfortable with risk Persuasive Hardworking Humble Adaptable Se;f-Confident Ambitious

Closed Prospect

a best source of prospect.

meant by prospect

a prospect is the possibility that something fabulous will happen.A prospect is still a way of looking ahead and expecting good things.

Segment

a specific set of suspects who fall within the general niche you sell into.

Personas

aka client profiles or target markets, are a description of the types of clients and influencers that choose your services.

Trade or Local Publications

are frequently a good source of prospects.

Prospect

comes from the latin word prospectus which means, view or outlook.

Prospecting

first step in the sales process, which consists of identifying potential customers aka prospects.

Suspect

is a property that meets a certain predetermined criteria to make it worthy of further attention.

Prospect

is a property where contact has been made with at least one decision maker.

Power of personal positioning

is a weapon with great potential if you choose to use it. it can crush your competition.

the second best time to call prospects

is between 11:00-12:00 AM.

Personal Positioning

is creating presence, awareness and recognition in the minds of your buyers thats make them think of you first, foremost and most receptively when it comes for them to make decision about your product or service.

Brand Positioning

is defined as the conceptual place you want to own in the target consumers mind- the benefits you want them to think of when they think of your brand.

Personal Positioning

is how your prospects and customers perceive you relative to all other salespeople who can sell similar product or service to them.

Personal Power

is refers to your own skill and ability to influence people and events wether or not you have any formal authority.

Perception

is the ability to capture, process, and actively make sense of the information that our senses receive.It is the cognitive process that makes its possible to interpret our surroundings with the stimuli that we recieve throughout sensory organs.

Prospecting process

is the process of initiating and developing new business by searching for potential customers, clients, or buyers for your product or services.

Positioning strategy

it considers the strenghts and weakness of theorganization, the needs of customers and market the position of competitors. The purpose of positioing strategy is that it allows a company to spotlight specific areas where they can outshine an beat their competition.

Positioning

it is a key component of any sales call and can help spark further conversation when done correctly.

Positional Power

it is the authority you wield by virtue of your position in the organizations structure and hierarchy.

Qualifying Prospects

it means to determine whether or not someone who is interested in your services is a good fit as a customer.

Business Positioning

it means when you developed a product and brand image in customer's mind and improve their perception about the experience they will have if they choose to buy your product or service.

Call and Ask

it refers on how will you know your prospect will be dressed.

Approaching

most difficult steps in prospecting.

Cold calling making

phone calls, drop-in visits, or any other type of uninvited solicitation of prospects about whom you know very little and who have no idea about you, your organization or service.

five common positioning strategies

postioning based on 1. product characteristics 2. price 3. quality or luxury 4.product use or application 5. competition.

Knowing the product

salesman's knowledge of the things or services he or she is selling.

The serial position effect

says that when a given list of information and later asked to recall information, the items at the beginning (primacy) and the items at the end (recency) are more likely to be recalled than the items in the middle.

best time call prospects

the best time call prospects is between 4:00-5:00 PM.

Self-image

the conception that you have developed of yourself through your experiences, through things that people have said to you or about you , and everything that you have read,understood, or believed about yourself good or bad, positive or negative.

Timing

the most underutilized tool that salespeople have in their toolbox.

Comparative, Differentation and Segmentation

the three standard types of product positioning strategies brand should consider.

Prospecting

you qualify a suspect to be your prospect -Prospect is someone who has NEED, BUDGET AND AUTHORITY. -A closed prospect is your best source of Prospect.