1.

Before Negotiations (1):

Prospecting

Purpose
Provide you with a structured
approach and a set of core skills
to enable you to prospect more
productively

Phase 1:
Prepare
1.1 Analyze your flow of business
1.2 Find prospects
1.3 Identify business issues
1.4 Plan your approach

1.1 Analiyze Your Flow of

Business
Meeting your goal relies on a
steady flow of prospects
through your funnel.
Regularly assess the movement
of prospects through your
funnel to ensure your focus is
balanced.
Calculate how many prospects
you need to contact weekly.

1.2 Find Prospects

Determine if you have enough leads;

source more as needed
Ask for referrals!
Ask for names of those who might
benefit.
Ask permission to use contacts name.
Ask about leads business issues.
Gather complete information on your
leads, review leads to identify
prospects.
Prioritize prospects - Evaluate leads

1.3 Identify Business Issues

Types of business issues:
External conditions
Organizational responses
Functional challenges

Identifying business issues helps

you:

Pursue a prospect that you can help.

Capture prospects interest.
Target industries/companies that would

1.3 Types of Business

Issues
I. External
conditions

II. Organizational
Responses

-> include:
- >can be in response to external
conditions and include:
Economy
Corporate goals and
Competition
objectives
Costs
Reduction in operating
Political events
III.
Functional
Challenges
expenses
Environmental
Strategic planning
issues - > usually result of organizational
responses to external conditions
and
Re-organization,
include:
downsizing
Staffing
Space utilization and planning
Acquisition and use of resources

1.4 Plan your approach

It is important to qualify before the

call
Your overall plan:
Establish a goal.
Adhere to a schedule.
Prioritize your prospects.

Your prospect - specific plans:

Identify who to call.
Strategize how to get in.
Conduct research.
Plan what you will say:

Phase 2:
Contact
Request
Request
Action
Action

Explore
Explore

Engage
Engage
Engage
Explore
Request action

Skill 1: Engage the

prospect.
Greet the prospect and introduce
yourself.
Make a purpose/benefit statement
(linked to business issues).
Gain agreement to continue.
Request
Request
Action
Action

Explore
Explore

Engage
Engage

Skill 2: Explore business

issues.
Use open probes to gather information.
Listen and ask follow-up questions.
Acknowledge the prospects feelings
and point of view.
Request
Request
Action
Action

Explore
Explore

Engage
Engage

Open probes:
Open probes elicit more than a yes/no or short
answer
To be most effective, open probes should:
Evolve from your purpose/benefit statement.
Link to prospects business issues.
Demonstrate you are informed on prospects
business issues.
You can acknowledge the prospects:
Logic or point of view:
-Of course. The ability to control costs plays a critical
role in maintaining a competitive advantage.
Feelings about the situation:
- Its terribly frustrating to be treated that way.

Acknowledge:

Skill 3: Request action.

Summarize the reasons for moving
ahead.
Specify the next steps.
Thank the prospect for speaking with
you.
Request
Request
Action
Action

Explore
Explore

Engage
Engage

Qualifying Prospects
Ensures you are investing time in the right
prospects
After business issues are confirmed
Might be done over the course of several
conversations
Qualifying Criteria Categories
-> Make sure you qualify on:
Potential
Authority
Resources
Time

Addressing Indifference:
Common Reasons for Indifference
Dont have time to talk (not a priority).
Are satisfied with current situation
(competitor, in-house solution, fear of change).
Dont need to make changes (dont see issues).
Be prepared for indifference before you call!
How you respond to indifference can distinguish you
from your competitors!

Addressing Indifference:
Steps for Addressing Indifference:
1. Acknowledge the prospects indifference.
2. Provide a reason to continue.
3. Gain agreement to continue.
Examples of acknowledge
I can appreciate that you are busy.
I respect your position.
I can appreciate that you are satisfied with your
current situation.
.Avoid words like but and however!

Working With Screeners

Think of screeners as an extension of
prospect.
Plan ahead know what you will say.
Use the following model of steps :

1. Introduce yourself and ask to speak with the

prospect.
2. If asked, state the purpose of your call.
3. Ask for help in making contact with the
prospect.
4. Thank the screener for his or her help, time,

Using Voice Mail and E-mail

Effectively
Before making a call

Draft your voice mail message.

Edit the message.
Practice speaking the message.

Voice Mail
Plan voice mail message before calling
prospect.
Practice message to ensure proper content,
tone.

E-mail
Draft e-mail; keep it brief.

2 Levels of assessment:

Phase 3: Assess

Assess both:
Individual prospecting
calls
Overall prospecting
approach
to increase prospecting
effectiveness.

Steps:
1. Track your calls
2. Assess your skill use.
Review your strengths

Thank you!