Prospecting 101
The most important step in prospecting
what is asking for the meeting
What is a sales reps biggest fear
What is rejection
The most important part of the sales process
What is Discovery
What is plaid
How many types of items do we have in the material master
3 - WIP, Raw and Finished goods
80% of sales are made after this many attempts
what is 5 or more
Name 2 of the four most common objections
what are price, timing, resources and integration/features
The 3 reasons why people buy
What is they are in pain, they see pain coming or they want to be the hero.
What is there is no limit
What is the importance of the BOM explosion screen
To see what materials make up the end good and if we have all of it available.
The percent of your day that should be spent prospecting
What is 40% or more
The number one thing that we lose a deal to
No Decision - No action
Name 2 of the four types of buyers
What are Economic buyer, Champion, user buyer and Technical Buyer
What is the report you would look at to look at inventory by location
Stock availability by warehouse
What options do we have when looking at job cards for views
By Job, By operator and by workstation
The best day of the week to prospect
What is every day!
Name 3 of the 5 steps of overcoming objections
Listen - Acknoledge/restate - empathize - isolate - respond
Name 2 of the 3 different types of pain
What are Technical pain, Business/financial impact, emotional impact
Where do you go to generate a barcode for a product
what is within the product under Products
Where are we able to insert QC templates within the system.
What are in MRP at the end of a process, when receiving and finished goods
What is 8
The Price is too high - Overcoming this objection
TIming of Partnership, Contract Length, Reference/case study
What are the shipping options that Deskera integrates with
Fedex USPS and Shipstation
What is the Scheduling view in MRP used for
What is understanding what projects we have an when so we can production plan.