Successful Prospecting in Sales

Having a never ending stream of new prospects and potential clients is the lifeblood of any business.

This textbook will cover how to prospect and development new business opportunities.

Preface

1. Introduction
1.1 What Is Prospecting?
1.2 The Four Myths of Sales Prospecting

2. The Role of Prospecting in the Sales Process
2.1 Introduction
2.2 The Changing Face of Prospecting

3. General Skills that Prospecting Requires
3.1 Introduction
3.2 Research Skills
3.3 Organization Skills
3.4 Listening Skills
3.5 Effective Communication Skills
3.6 Problem Solving Skills
3.7 Interpersonal Skills
3.8 Self-Motivation Skills
3.9 Perseverance

4. Prospecting Tips
4.1 Introduction
4.2 General Prospecting Tips
4.2.1 Create Excellent Marketing Tools
4.2.2 Narrow Your Focus
4.2.3 Use the Information Available Online
4.2.4 Excel in Customer Service
4.2.5 Market Yourself Creatively

5. Effective Introductory Sales Letters
5.1 Introduction
5.2 The Five Second Rule
5.3 The Language You Choose
5.4 Getting Past the Gatekeeper
5.5 Sales Letter Structure
5.5.1 Attention
5.5.2 Interest
5.5.3 Desire
5.5.4 Action
5.6 More Letter Structure Tips
5.6.1 Headline
5.6.2 Credibility and Relevance Statements
5.6.3 How and Why Statement
5.6.4 Action or Follow Up Statement
5.6.5 Sign-Off
5.6.6 P.S.
5.7 Other Sales Letter Writing Tips

6. Cold Calling Techniques
6.1 Introduction
6.2 Your Attitude towards Cold Calling
6.3 Cold Calling Techniques
6.3.1 Preparation
6.3.2 Introduction
6.3.3 Questioning
6.3.4 Objectivity
6.3.5 Listen and Interpret
6.3.6 Inform and Educate
6.3.7 Involve and Coordinate
6.3.8 Keep Ownership

7. Prospecting with Existing Customers
7.1 Introduction
7.2 Being Perceived as an Expert
7.3 Keeping the Customer Informed
7.4 Selling to Existing Customers

8. Resources

Website:
www.m-t-d.co.uk