Prospecting

1. PRAYER

2. CHECKING OF
ATTENDANCE

3. REVIEW

4. SOURCESOF
PROSPECTS
Identify where we can get
prospects on the following
products or services.
1.Referrals
2.Friends and Relatives
3.Directories
4.Trade Publications
5.Trade Shows
6.Telemarketing
7.Ads and Sales Letter
8.Internet
9.Seminars
10.Old Clients

5. 1.Referrals
2.Friends and Relatives
3.Directories
4.Trade Publications
5.Trade Shows
6.Telemarketing
7.Ads and Sales Letter
8.Internet
9.Seminars
10.Old Clients

6. 1.Referrals
2.Friends and Relatives
3.Directories
4.Trade Publications
5.Trade Shows
6.Telemarketing
7.Ads and Sales Letter
8.Internet
9.Seminars
10.Old Clients

7. 1.Referrals
2.Friends and Relatives
3.Directories
4.Trade Publications
5.Trade Shows
6.Telemarketing
7.Ads and Sales Letter
8.Internet
9.Seminars
10.Old Clients

9. SALESDIALOGUE
Ma’am Carla Kristina M. Cruz, MBA

10. OPINION
What comes into your mind
when you hear the word
SALES DIALOGUE?

11. KeystoEffective
Dialogue
The most effective sales
dialogues:
- Are planned and practiced
by salespeople
- Encourage buyer feedback
- Focus on creating value
for the buyer
- Present value in an
interesting and
understandable way
- Engage and involve the
buyer
- Support customer value
through objective claims

12. EncouragingBuyer
Feedbacks
Check Backs or Response Checks
- Questions salespeople use throughout a
sales dialogue to generate feedback from
buyer.

13. Examplesof
Checkbacks
- How does this sound to
you?
- What do you think?
- So is this something that
would be valuable to you?
- Isn’t that great?
- Do you like the color?
- From your comment, it
sounds like you would
want to upgrade your
plan. Is that correct?
- Does that answer your
concern?
- Is this what you have in
mind?

14. Creating
Customer
Value
We must determine what the
buyer considers to be of value.
We must understand the
buyer’s situation in order to
identify the needs, problems,
or opportunities important to
the buyer.

15. Interesting and
Understandable
Sales Dialogue
Present key selling
points
Focus on the
buyer

16. Voice quality can be used to
bring excitement and drama to
the presentation by doing three
things: varying the pitch,
fluctuating the speed, and
altering the volume.
Voice
Characteristics

17. DIFFERENTSALES
DIALOGUE
TECHNIQUES

18. It is a brief description of
a specific instance used
to illustrate features and
benefits of a product.
No. 1
Examples

19. It is a type of example
that is provided in the
form of a story describing
a specific incident or
occurrence.
No. 2
Anecdote

20. It is a statement that
points out and illustrates
the similarities and
differences between
points.
No. 3
Comparison

21. It is a special and useful
form of comparison that
explains one thing in
terms of another.
No. 4
Analogy

22. It refers to the use of
printed materials, electronic
materials and product
demonstrations to engage
and involve buyers.
Sales
Aids

23. Importanceof
SalesAids
- They capture and
hold the buyer’s
attention
- They boost the
buyer’s understanding
- They increase the
believability of the
claims
- They build the buyer’s
retention of
information

24. Q and A
Do you have any questions?

25. ACTIVITY TIME:
Let’sanalyzesomeexamples
of salesaidstoseetheir
effectivenessinselling.

29. ASSIGNMENT:
Pleaseprepareforashortquiz
viaKahootonournext
meetingaboutourtopictoday
.

30. THANK YOU
I hope you get helpful knowledge
from thispresentation.
See you around!