The
SalesSalesManagementManagement
Speed-ChangeSpeed-Change
SystemSystem
“The Fastest Way to More Sales, Better Management
& Total Predictability”
Consulting Consulting AssociatesAssociates
Joe Ellers Paul Clipp
Norman Reid
www.joeellers.com
Joe Ellers’
SpeSpeed-Changeed-Change
SystemSystemFor Sales Professionals & Sales
Managers
“The Fastest Way to More Sales, Better Management
& Total Predictability”
Consulting Consulting AssociatesAssociates
Joe Ellers Norman Reid
www.JoeEllers.com
864.654.3997
Copyright 2002, all rights reserved. Consulting Associates
How to Simplify Your How to Simplify Your Prospecting EffortsProspecting Efforts A Gold MineA Gold Mine……If you dig itIf you dig it
Featured Presenter:Featured Presenter: Joe Ellers
Consulting AssociatesConsulting Associates
Your Presenter:Joe Ellers-Consultant, Trainer, Speaker & Business Strategist.
Author of:
-The Sales Manager’s Handbook-Sales Professionals 6-Step Guide To Mastery-Sales Management Excellence-Implementing Process Improvement
Consulting AssociatesConsulting Associates
Start with what you want
What does a good prospect look like?
Type of organization (Will they be there?)SizePotentialWhat else?
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Budget some time…
What percent of your sales need to come from new customers?
Multiply x 2
Schedule it
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SourcesReferrals
Competitors to existing customersSuppliers to existing customersCustomers to existing customersOther salespeopleNon-competing salespeopleVendors
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The old stand-bysTradeshowsIndustrial directoriesPhone bookInternetDriving around (Not my favorite)Purchased lists:Trade publicationsNewslettersNewspapers
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Just Say “No” to cold calls
Make Lukewarm calls, instead
What is your value proposition?Develop references/proofsWhat job titles need to hear it?Make a survey call first…
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Start with the sales/marketing or customer service people
Ask for their helpUnderstand what their issues areTranslate this into benefit for themFind out what you can do to help themWork it
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Summary of action items
Define what you are looking forBudget timeDevelop a listCreate a storyTrack your efforts/results
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Presented By:Joe Ellers
More learning tools are available for sales managers, executives
and sales professionals by visiting;
www.joeellers.com
Thank You
