Prospecting for Sales - Mind Map

Prospecting for Sales Mind Map
 
 
 
 

Prospecting for Sales - Mind Map

2 years ago by: MatchWare
 
 
  • 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
More Maps by This User