IMPORTANCE OF SUSPECTING IN SALES PROCESSLEVEL 1

Sales Process

There are only three categories of individuals to any sales process : SUSPECTS – PROSPECT – CLIENT

1) Suspects : Anyone & Everyone2) Prospects : Qualified Ones3) Clients : Awarded Ones

Suspecting

What is Suspecting ?Suspecting is an activity of creating a market place for marketing your specific product.

Why you need suspecting ?“ If one likes you, will trust you & if one trust you ,will buy from you “. “You need to know the customer before you know the need”-Arun

Suspecting Vs Prospecting

Suspecting :•You only “Educate” a suspect not qualify.•Suspect could be Anyone & Everyone.•A Failed prospect is your suspect.

Prospecting :•You “Qualify” a suspect to be your prospect.•Prospect is someone who has NEED , BUDGET & AUTHORITY.• A closed Prospect is your best source of prospect.

24*7

Closing : is what you do sometime.Prospecting : is what you do most of time. Suspecting : is what you do all the time.

9:00 to 5:00 VS 24*7• More you network more you grow. •We are in networking business & not in manufacturing business .•1=100 Everyone has their own circle of influence , adding 1 means adding 100. “Your Network is your Networth”

Ways of suspecting

1. Natural Market2. Referrals3. Colleagues : Present & Past4. Cold Calling5. Social Media Network6. Vendors & Suppliers7. Competitors

Advantages of Suspecting

“Never keep your pond dry”

You are never short of prospects. Your target is not your worry. You are ready for new profile.You are an Asset & not Liability.

Do & Don’t

DO•Have everything recorded.•Use a standard format for database.•Set a day target.•Educate your suspects.•Choose from varied sectors & regions.•BE IN TOUCH

Don’t:•Don’t keep your contact in your memory. •Not to have different files for different database.•Don’t keep anything for tomorrow.•Never Train your prospects.•Don’t look at class only , go for Mass also.•AVOID OCASSIONAL MEETINGS.

Prepare & Share

What is UNTOLD, Remains UNSOLD.

Sharing is Caring, If you don't “TRUST” your colleague why your suspects do so?

Teamwork Makes the Dream Work.

1 & 1 gives 1, 2 , 11 & 0 , its us who put maths in it.

BEST OF LUCK !