Lesson notes, exercises, downloads, and recommended reading are below the video. On mobile, the video will rescale when you play it.


Pre-Sales Activities [Sales Process Part 2 of 9]

You have prospects, but it would be foolish to dive in and try to sell to them immediately. You need to prepare, and this is where the three pre-sales activities come in.

Watching this video is worth 2 Management Courses CPD Points*.
πŸ”Ž See below for details

Sales and Selling Skills
This video is part of course module 8.4.1
Program 8: Managing Customers and Clients
Course 4: Sales / Selling Skills
Section 1: The Sales Process

Other videos that describe the Sales Process:
🎬 The Sales Process https://youtu.be/iPZNem-Xguw
🎬 Sales Prospecting https://youtu.be/m7bQ4wNeZmo
🎬 Rapport Building https://youtu.be/aJqduxW2MA4
🎬 Opening the Sales Meeting https://youtu.be/gjI7e-DBPH4
🎬 Diagnosing the Need https://youtu.be/pAsYVf4E3to
🎬 Presenting Solutions https://youtu.be/xf-mhhbL2tk
🎬 Handling Objections https://youtu.be/S6JFm46Gfso
🎬 Seeking Commitment https://youtu.be/1D1-VC9Ccjk
🎬 After Sales Activities https://youtu.be/3qrrlXwDjJI

LESSON NOTES
The three pre-sales activities are:
1. Qualification – qualifying which prospects to focus on – and which not
2. Preparation – so you are ready for the next steps
3. Approaching the prospect

Qualification
Identifying which prospects are most likely to spend. A prospect musthave the MINT:
β€’ Money
β€’ Influence
β€’ Need
β€’ Time Pressure

It’s also important to disqualify prospects that are not really prospects – to avoid wasting time and effort that is extremely unlikely to be repaid.

Preparation
The key here is to be ready for when you meet the prospect. You need to research as much as you can about:
β€’ The organization
β€’ The individuals and their style
β€’ Their needs and preferences
β€’ Rules and constraints
β€’ Logistics: contact details, locations, parking
From this, you need to determine what realistic objectives to set yourself, and start to gather the resources that will help you make this sale:
β€’ Samples
β€’ Case studies
β€’ Specifications
β€’ Data
β€’ Brochures
β€’ Testimonials
β€’ Diagrams
β€’ Statistics

Approaching
Now it is time to approach your prospect to set up the call or meeting that will take the sales process one step further.

RECOMMENDED EXERCISE
1. The MINT framework offers four necessary conditions for a suspect to be a prospect. Are there other conditions relevant to your business? (2 MC CPD Points)
2. Make your own pre-sales preparation checklist (2 MC CPD Points)

DOWNLOADS
Free Resources

🧰 CPD Tools – https://gum.co/MC-CPD
Paid resources
🧳 Management Courses Onboarding Kit – https://gum.co/MC-ObK ($3)

RECOMMENDED READING
There are many books that introduce NLP. These are the ones I have, and can recommend:
πŸ“– To Sell Is Human https://geni.us/L2EQmt
πŸ“– The Only Sales Guide You’ll Ever Need https://geni.us/AEAVD5
πŸ“– The New Strategic Selling https://geni.us/Zt2Z9n3
πŸ“– SPIN Selling https://geni.us/Ir5xu
πŸ“– The Psychology of Selling https://geni.us/AjR8AA

⭕️ Links to our book recommendations are affiliated through Amazon and help support our free videos

Managers Need a Basic set of kit to do your job well. Here are my top recommendations: https://kit.co/MikeClayton/manager-s-work-kit (the links are affiliated)

MANAGEMENT COURSES CONTINUING PROFESSIONAL DEVELOPMENT (CPD) POINTS
You can record your Management Courses CPD points on our free, downloadable CPD record log.
πŸ““ Download it at: https://gum.co/MC-CPD
Each video has two levels of MC CPD points. For this video:
– If you simply watched the video, record 2 MC CPD points
– If you also carried out all of the recommended exercises, score a total of 6 MC CPD points

CHAPTER MARKERS
00:00 – Step 2 of the Sales Process: Pre-Sales Activities
00:21 – The 3 Pre-Sales Activities
00:41 – Qualification
01:23 – Qualify your prospects with the MINT framework
03:25 – Disqualifying prospects
04:05 – Preparation
05:43 – Approaching the Prospect
06:26 – Concluding remarks

#Pre-sales #Sales #SalesProcess

source

Daniel Pink: To Sell is Human
The Miller Heiman Strategic Selling Methodology
Sollution Selling: Neil Rackham’s SPIN Selling
Mary Kay Ash: The Mary Kay Way of Selling
Dale Carnegie: How to Win Friends and Sell to Them
The Complex Sale: 101
Sales Optimization: Upselling, Down-selling, and Cross-selling
Account Management: What is Account-based Selling?
Pricing and Fear of Price
The 1-2-3 of a Successful Written Sales Proposal
Cold Calling to Get a Sales Appointment
You Need a Sales Strategy: Which One?
How to Qualify Your Sales Prospects
What is the Sales Funnel?
5 Components of a Powerful Sales Attitude
Sales Success Tips: Sales Do’s & Don’ts
Master Selling: Why People Do and Don’t Buy
After-Sales Activities [Sales Process Part 9 of 9]
Seeking Commitment – Closing the Sale [Sales Process Part 8 of 9]
Handling Objections to the Sale [Sales Process Part 7 of 9]
Presenting Solutions [Sales Process Part 6 of 9]
Diagnosis: Diagnosing the Customer’s Need [Sales Process Part 5 of 9]
Opening the Sales Meeting [Sales Process Part 4 of 9]
Sales Meeting Rapport Building [Sales Process Part 3 of 9]
Sales Prospecting [Sales Process Part 1 of 9]
The Sales Process – a Summary of the 9 Step Selling Process

Mike Clayton

About Mike Clayton 

Dr Mike Clayton is a (former) Project Manager and now a management educator. Having trained thousands of people at live workshops, seminars, and conferences, he now delivers training mainly via video. He has 14 books with international publishers and runs two successful YouTube channels. He is also the founder of OnlinePMCourses.com

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