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Strategic Prospecting
Preparing for Sales Dialogue
Sales Dialogues & Presentations
Creating and Communicating Value
Sales Vocabulary
100
Salespeople use this process to identify, qualify, and prioritize sales opportunities.
What is strategic prospecting?
100
Sometimes called a pipeline, this is a visual representation of the strategic prospecting process.
What is a sales funnel?
100
These are the three types of sales communications.
What are canned presentations, written sales proposals, and organized sales presentations?
100
After presenting a feature-benefit sequence to a prospect or responding to an objection, the salesperson should utilize this.
What is a check-back (or response check)?
100
These are lead-generating events where companies purchase space and setup booths that clearly identify each company and its offerings.
What are trade shows?
200
This reminds salespeople to establish a regular daily schedule for conducting prospecting activities.
What is allocating time?
200
Taking time to compile this will prepare the salesperson for the initial sales call and help avoid "interviewing" the prospect to collect basic information.
What is precall information?
200
Written sales presentations should contain this concise and comprehensive section near the beginning.
What is an executive summary?
200
A series of positive response-checks usually indicates that the buyer is doing this.
What is nearing a purchase decision?
200
These are sometimes called sales leads.
Who are sales suspects?
300
These remind salespeople to establish daily, weekly, and monthly quotas for acquiring new prospects.
What are goals?
300
Together with basic information about the buyer and the buyer's company, good salespeople will gather information about this before the initial sales call.
What is the selling situation?
300
This tool can help a salesperson identify and address influential members of the buying team and to plan for and respond to objections.
What is the Sales Dialogue Planning Template?
300
A major purpose of SPIN and ADAPT is to help the salesperson identify these for the buyer.
What are benefits?
300
This refers to business conversations between buyers and sellers that occur as salespeople attempt to initiate, develop, and enhance customer relationships.
What is sales dialogue?
400
This reminds salespeople to develop confidence by knowing their products and believing they offer the best solutions.
What is staying positive?
400
These are a potential source of leads that can result from effective advertising by a selling organization.
What are advertising inquiries?
400
Providing these three pieces of information to a prospect may increase a salesperson's chance of getting an appointment.
What are a reason to grant the meeting, a specific length of time, and a suggested date and time?
400
When a buyer agrees that a benefit satisfies a buying motive, the benefit becomes one of these.
What is a confirmed benefit?
400
These are need activated drives to search for and acquire a solution to resolve a need or problem.
What are buying motives?
500
This helps salespeople identify which prospecting methods are working best.
What is evaluating?
500
To be considered a sales prospect, a lead should possess these three attributes.
What are…
…a need for the product or service,
…the budget or financial resources to purchase the product or service,
…and the authority to make the purchase decision?
500
This is the first section of the sales dialogue planning template.
What is Prospect Information?
500
These are examples provided in the form of stories that describe specific incidents.
What are anecdotes?
500
This is a powerful tool to help salespeople effectively utilize visual aids.
What is the SPES Sequence?