Prospecting
Identifying potential customers and converting them to current customers.
What is prospecting?
Relaxing and going in with a positive attitude.
What is be yourself?
"Have to Haves"
What are needs?
Credibility and character.
What is Ethos?
Individuals who might have a need for a product, but do not know that the product or service is available.
What is a suspect?
Customers want to feel like they are being heard and have the opportunity to share what they are thinking and feeling.
What is show real interest?
"Nice to Haves"
What are wants?
Emotional bond with audience
What is Pathos?
People you have contacted and who have confirmed that they might be interested in buying.
What is a prospect?
People like people who like themselves.
What is find common ground?
"Headaches/Frustrations"
What are challenges?
Logical and rational argument?
What is logos?
Demo tables are an example of...
What are customer facing tactics?
Flattery gets you nowhere, but ____are endearing?
What is genuine?
What are pressure points
Messages that always articulate the key value proposition, but allow the speaker to tailor the content.
What are modular systems?
Contests are examples of...
Adjust your approach on who the other person is.
What is read the culture.
A strong understanding leads to a _________
What is a strong recommendation?
Fully prepared presentations where every word and prop are organized in advance.
What are canned presentations?