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Prospecting for Sales - Mind Map
- Prospecting for Sales
- Generating leads
- Directories
- Business directories
- Professional organizations
- Trade show directories
- Business registration lists
- Competitors customers
- ...others
- Activities
- Mail shots
- Advertising
- Trade shows
- Customer referrals
- Web site
- ...others
- Qualifying leads
- Genuineness of need
- Urgency of need
- Authority to decide
- Authority to buy
- Ability to pay
- Timescale for purchase
- Prioritizing leads
- Revenue potential
- Location
- ...others
- Cold-calling
- Objectives
- Sales pitch
- Outcome
- First meeting
- Preparing
- Objectives
- Main
- Fact-finding
- Selling
- ...others
- Alternatives
- Knowledge of the customer
- Customer profile
- Customer industry
- Customer business
- Benefits to the customer
- Increased revenue
- Increased productivity
- Higher quality
- Better image
- ...others
- Possible objections
- Too expensive
- Not the right solution
- Worried about support
- ...others
- Qualifying questions
- Meeting
- Introduction
- Assess needs
- Present benefits
- Highlight added value
- Handle concerns
- Follow-up
- Lead sheet
- Thank you note
- Managing leads
- Account details
- Key managers details
- Business type
- Origin of lead
- Canvassing
- Cold-calling
- Referrals
- ...others
- Action points
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