KNOWING THE

PROSPECT
CHAPTER 6

Importance of
knowing
prospect

It is important to know
how to mingle and deal
with the prospect and
for getting all of her
attention

Why do
prospect buy?

Its a responsibility of the sales man to

know what motives may push a
particular prospect.

Factor
Stimulating
Buying Decision
1)
2)
3)
4)
5)
6)
7)
8)

The self-image
His past experience
Hearsay experience
Image he/she regarding the product and its
company
His impulse and basic urges
His status needs
His need for self-respect
His need for social acceptance

Buying Motives of
Prospect

1. Application
2. Love and affection
3. Curiosity
4. Security
5. Plays and relaxation
6. Pride and prestige
7. Power
8. Ease and convenience
9. Achievement
10 Sympathy
11. Sex and romance
12. Adventure and excitement

How do prospect
buy?

Payday
Special occasion
Sales season of the year
Weekends
Emergency or the needs arise
At spur moment

Different type of
prospect

1) Intelligent prospect- prospect is expose

and aware of the product

PROSPECTING,
PRE APPROACH,
APPROACH

CHAPTER 7

What is
prospecting?

Is a process where the buyer work for

possible buyers for her product or
service and obtain certain background
information of his prospect to aid him
with his sales interview.

Importance of
prospecting

This contribute to a a friendly relation

between the salesman and his
prospect.
This helps the salesman discover the
needs and problem of the prospect.

Criteria in
qualifying prospect

1) Does my prospect have a need for my

product or service?
2) Does my prospect have the ability to pay
for my product or service?
3) Is my prospect willing to buy the brand that
I carry?
4) Does my have the capacity and authority to
decide favourable for my product or service/

Common method
of prospecting

1)
2)
3)
4)
5)
6)
7)
8)
9)

Friends and acquaintances

Referral
Endless chain method
Center of influence methods
Telephone of prospecting
Group as party prospectingCompany leads
Mini fair exhibit
Sales blitz
Cold canvass method

The need of preapproach

1. Request for the appointment

2. Have ready and check for the content of your
sales kit
Sales kit contain
1)
2)
3)
4)

Brochures
Price lists
Policy contract
Ball pen

5)
6)
7)
8)
9)

Calculator
Scratch pad
Documents about company
Product sample
Accessories need

3. Decide on the answer to possible

question
and objection of the prospect
4. Be sure to make yourself presentable
5. Determined the right approach and
presentation strategy to use

Approach

The time when the salesman and his

prospect see each other.
Time when the interview begin after
all the prospecting and preparation
done.

What does the

salesman do
during the
approach?

1)
2)
3)
4)
5)

Greet the prospect

Introduce your self
Offer a warm handshake
Discuss first few related matters
Introduce the product

Approach method
of the salesman
can use

1.
2.
3.
4.
5.

Complement method
Question method
Benefits method
Curiosity method
Shock method