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INVOLVE the Prospect

Six-step Prospecting Process

  • Grow comfort level with Wilson Lumber
  • Introduce them around
  • Send company materials
  • Invite to events
  • Invite to afacility tour

Probe the Prospect

  • Ask well designed, open ended questions
  • Looking for areas to help him be more effective
  • Avoid Price discussion
  • Questions:
  • Tell me about your business
  • What do you expect out of a new Supplier?
  • What is your biggest business challenge?
  • A "relationship" question from your last meeting

NOTES, NOTES, NOTES

Ask for an Order!

You've earned it!

Do Your Homework

1. Top three competitors

2. Competitors vulnerabilities

3. Prospects worst criticisms

4. Prospects hurdles

5. Prospects number one priority

6. Prospects growth history

7. Prospects marketing strategy

8. Prospects greatest strengths

9. Recommended production changes

10. Recommended service changes

Deliver Resources to the Prospect

Meet the Prospect

  • Show them how to be more successful
  • Bring Solutions
  • technology, organization, products, etc.
  • Prove you are worthy of doing business with
  • Picture or Article Library

#1 Goal - Get permission to come back

Be Prepared with:

1. Questions you're going to ask.

2. Responses to customers likely questions

3. Suggestions to make the customer more successful

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