PreREAD on PROSPECTING & SELLING for Trainees @DBA 101b (Pre- Session Briefing)

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PROSPECTING AND SELLING A Pre-session briefing for Trainees @DBA 101b (pre-read)

(FACILITATOR: DIJI OLOJO – MD/CEO CHARIOT PROPERTIES)

COURSE INTRODUCTION: This course would introduce participants to the Prospecting & Psychology of Selling. The course would

introduce them to what it takes and needs to source for customers, market products & services to

customers and eventually close any sales. It will reveal trainees to some of the qualities of good sales

executives.

OBJECTIVES: At the end of this course, Trainees should be able to understand:

Understand the Psychology of Selling

How to Sources for Prospects

Determine who the prospects are

Planning & strategizing for Prospecting

Discover how to close a sales

Develop selling skills & presentation skills

Understand the required Skills for Effective Sales

Understand the character Traits of Successful Sales Executives

The Winning Edge Concepts

OUTLINE: - The Psychology of Selling

- Prospecting

- Begins with key questions

- Sources of Prospects

- Other things to note while prospecting

- Basic Skills for Effective Sales

- Traits of Successful Sales Executives

- The winning edge concepts

- Q & A

Course Summary: Prospecting is the process of determining potential buyers of your product or services which is followed

by a deliberate action to sell such product or service to the buyer. It is a calculated effort to search out

who is a potential buyer(s) and how to reach him so as to make a sale. When prospecting it requires that

strategic outline of your costumer’s demography are made so as to allow for efficient & effective

deployment of resources to achieve this goal.

Furthermore, it is imperative that a distinction is made between Prospecting and Selling. While the

formal has been well explained above, the later (Selling) is the transfer of goods or provision of services

in exchange for money. It is when a deal is closed that sales can be said to have been made. However

selling is more psychological than anything else.

When prospecting some basic questions is required to be answered to provide useful information that

will make such exercise a fruitful one, they include:

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What do I sell?

Who is my customer?

Where are my prospects?

Who is my competitor(s)?

Who are my non-customers?

When does my customer buy?

Why doesn’t my customer buy?

Where do I get my customers?

A business person who painstakingly answers these questions is more likely to close a sale, generate

more deals, understand customer buying psychology, know where to meet his prospects and position

the business for continuous growth.

Methodology: - Facilitation

- Practical Session

ACTION LEARNING ASSIGNMENT: Each Trainee to submit:

5 names of their Prospective Customers and how to engage them for business

Names of top 5 competitors in their industry & what stands them out.

Get ready to make a 3mins Pitch Before a selected Panel of Analyst

OUTLINE DETAILS ON PROSPECTING & SELLING At the end of the class you are expected to have a firm grasp of the following: PSYCHOLOGY OF SELLING:

PROSPECTI NG (Begins with some key questions)

1. What do I sell?

2. Who is my customer?

3. Why does my customer buy from me? (Reason)

4. Where are my prospects?

5. When does my customer buy?

6. Why don’t my customers buy?

7. Who is my Competitor?

8. Who are my non-customers?

SOURCES OF PROSPECTS

Phone Directory/ V-Connect Etc.

Social Network Media

Business Publication.

Chambers Of Commerce

Cold Calling

Leads, Leads Everywhere (Referrals)

OTHER THINGS TO NOTE WHILE PROSPECTING

Respect customers’ time

Study your prospective client’s mood

Ensure you get firm appointments

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Ask questions, don’t assume

Fill sales pipelines

Hygiene – project a good business image

Give priority to prospecting

Hot spot selling

Prospecting intelligently

Emphasize your cutting edge – leverage

Control the discussion

Avoid marketing to more than 2 people at once

Avoid arguing when prospecting

You have to be physically sound

Good communication skill (talking & listening)

Good planner

Good product and its knowledge

Market penetration strategy

Driving Skill

Closing the sale

THE PSYCHOLOGY OF SELLING (BASIC SKILLS FOR EFFECTIVE SALES)

Selling is more psychological than anything else.

TRAITS OF SUCCESSFUL SALES EXECUTIVES

Happy

Optimistic

Positive

Friendly

Relaxed

Seen to be in control of self

We advance on our journey only when we face our goal, only when we are confident and believe we

are going to win - ORISON SWETT MARDEN -

“The winning edge concepts”

Small differences in ability can translate into Enormous differences in results.

In selling, you only have to be a little better and different in each of the key result areas of

selling for it to accumulate into an extraordinary difference in income.

(1) OVERCOME FEAR

Fear lowers your self esteem

Everything you do to decrease your fears will raise yourself-esteem and improve your

performance.

Confront your fear repeatedly until it goes away.

Fear and self-doubt have been the greatest enemies of human potentials.

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(2)SEE YOURSELF AS A CONSULTANT

Problem solver rather than as a Sales fellow.

Ask question & understand the customer’s situation.

Invest time to learn their products and sources inside out.

(3)ACT IN YOUR CUSTOMERS’ BEST INTEREST:

Be bound by a high code of ethics

(4) Become a Strategic Sales Thinker

Set clear goals for what you want and develop organized plans of action to attain it.

Plan your work & work your plan.

(5) Be result oriented

Top sales people have two qualities.

a) EMPATHY: Sensitive to the best interest of their customers

b) AMBITION: Allows them to be focused on making the sales expected.

(6) Be the Best

Possess High level of ambition and have mentors who are the very best people in your industry.

Identify with most successful sales people.

(7) Practice Golden Rule Selling:

“Do unto others as you would have them do unto you”

Sell with the same honesty, integrity, understanding, empathy & thoughtfulness”

(8) Start from nothing

You cannot teach a man anything; but to help him discover it within himself.

FINAL NOTE

When a man has done his best, he has given his all, and in the process supplied the needs of his

family and his society, that man has made a habit of succeeding. - MACK R. DOUGLAS -