Qualify with the MADDEN Test
M
A
D
D
E
N
oney
o
Research credit before
pproachable
o
Can you get an appointment
o
You may have to create or
discover
o
Often missed by salespeople
o
o
May be committed already
our company may turn down
o
Always a win-win
esire
ecision-Maker
ligible
eed
o
Class “A”
Prospects
o
o
o
Referral from a person the prospect respects
Has the ability to make a buying decision
Has the ability to pay for the product or service
You have all the personal information you need
to make a good presentation
METHODS OF PROSPECTING
Why we lose old customers (Attrition)
o
o
o
o
o
Customer's company goes broke
Competitor takes your customer
Customer moves or dies
Merger or downsizing
Customer-salesperson relationship deteriorates
Referrals
Special Article by David Frey
o
o
o
o
o
Have referral make the initial contact
Learn how to ask for a referral
Get letter of introduction
Have referral call the prospect
Referrals tend to be horizontal
Why people don't give referrals
o
o
Can't think of anyone
Object to giving referrals