Welcome To Cycle  of Sales

Questions?
Call Us:
808-557-7405

Bookmark and Share  

 

 

 

Online Payments
 

Professional Sales, Management & Recruiting Training

Follow us on Facebook!
Credit Cards
Unconditional 30 Day Money Back Guarantee On All Courses!
Discover
Paypal

Home

Customer Log In

Course Info

Help - F.A.Q.'s

Contact Us!

Shopping Cart

Direct Sales Training

100 Overview Of Direct Sales

101 The Basics Of Direct Sales

102 Beginning Direct Sales

200 The Cycle Of Sales

301 Intermediate Direct Sales

302 Whip Objections

303 End Cold Calling Now

304 Secrets To Opening

Sales Management Training

400 Intro Sales Management

401 Beg. Sales Management

Sales Recruiting Training

500 Intro To Sales Recruiting

501 Basics Of Sales Recruiting

Sales Products & Gifts

Motivational Prints

Sales Products & Gifts

Goal Cards Incentive Program

Sales Award Certificates

Custom Demo Tracking Cards

Corporate Logo Wall Decals

Sales & Management Tools

Trade Show Displays

Marketing Graphics Banners

Banner Stands

Goal Motivational Cards

Easel Backs & Table Tops

Free Sales Training

Glossary Of Sales Definitions

The Learning Center

Direct Sales Basics

Direct Sales Basics II

Direct Sales Basics III

Intermediate Direct Sales

Overcoming Objections

How To Get Referrals

Name Based Rapport

Sales Management

Free Direct Sales Information

Free Sales Management Info

Free Sales Recruiting Info

Sales Course Video Previews

How To Give A Sales  Conference

Sales Illustrations

Resources

Recommended Reading

Motivational Quotes

Learning Center

License & Usage

Single User License

Corporate & Multi User  Licenses

Additional Information

Lets Go Banners Web Site

About Cycle Of Sales

Privacy Policy

Legal & Licensing

Affiliate Information

Accreditation Disclaimer

Suggest A New Course

Search This Site

 

 

Direct Sales Basics II

Prospecting

Find out more about Prospecting in my Course 102: Sales Training For Beginners (click here)

Prospecting is a vital part of every company’s marketing. Prospecting is the act of finding “prospects” (or individuals) who are interested in one or many of your company’s products or services. Many methods of prospecting exist, so let’s discuss some of the most popular methods of prospecting and look at the pros and cons of each method.

Various methods of prospecting

No matter what type of industry, there exists many types of prospecting to find qualified leads. Here’s a list of several common types of prospecting:

1) Phone Prospecting

2) Referrals

3) In-person prospecting

4) Working trade shows

1) Phone Prospecting

This form of prospecting involves obtaining some type of list of companies or leads and calling on each lead until you find a decision maker who is possibly, somewhat interested in your products or services. You may then attempt to set an “in-person” appointment or to conduct a phone demo or presentation.

Pros: Ability to make tons of contacts fast and relatively inexpensively.

Cons: Can consume a lot of time ”digging through all the uninterested contacts.”

2) Referrals

This type of prospecting involves asking a customer or prospect the names of other people who may be interested in your products or services.

Pros: Usually has a high success rate (easier to get through to referrals, set appointments, and to close deals.)

Cons: NONE.

3) In-person prospecting

In-person prospecting is the practice of ‘cold-calling’ in-person. This means physically walking into an office building where your prospect works, and attempting to get an ‘on the spot’ appointment or demo. This is usually one of the rarest of all types of prospecting as most sales people do not enjoy this type of prospecting. It also takes an amazing amount of time.

Pros: Highly effective (very difficult for prospect to avoid you such as ‘hanging-up on you with phone prospecting.)

Cons: Big time investment, low efficiency due to having to physically move from prospect to prospect. Easy to get “off-schedule. Very difficult for most direct sales people to consistently perform.

4) Trade Shows

This involves investing in and attending a marketed event that your prospects attend to gain information about their occupation or industry.  Trade shows are usually sponsored by vendors within an industry. Trade shows can last anywhere from one business day to several business days or longer.

Pros: Usually effective- Possible to establish contact with many prospects in short amount of time. Often provides decent leads and conversion, with affordable cost per conversion.

Cons: Takes some skill and aggressive behavior to successfully work the show. A more ‘timid’ rep will often just hang-out behind the table and not talk to anyone. Can be difficult to have decent communication with prospects, can also run into failures if the show has low attendance. Can be very costly to attend (airline tickets, hotel, shipping the displays to and from, plus all other costs from the booth fees to electrical hook-up, meals, etc.)

To learn additional methods of Prospecting, please consider purchasing my course: 102 “Sales Training For Beginners” (click here for a link to this course!)

Back To Direct Sales Basics II (click here)

Recommended MP3 Direct Sales Courses:
(check out all our direct sales training courses here)

Beginning Sales

Beginning (Direct) Sales
-Find Out More-

Regular Price: $69

Sale Price: $47

The Cycle Of Sales

The Cycle Of Sales
-Find Out More-

Regular Price: $99

Sale Price: $77

Intermediate Direct Sales Training

Intermediate Direct Sales Training
-Find Out More-

Regular Price: $89

Sale Price: $67

Order Online 24/7, 365 Days per week.
Lets Go Banners

Vinyl Banners, Trade Show Displays

Please visit our other web sites!

Lets Go Card Printing

Plastic Card Printing, Hotel Keys

Lets Go Fundraising

Fundraising Discount Cards

Master Card, Amex, Discover, Paypal, UPS accepted

disc

Paypal Logo

We ship via UPS and US Postal

Hawaii Flag
Flags
Copyright 2013 Chris Anderson, Cycle of Sales dot Com