The document provides guidance on planning sales calls by discussing why planning is important, the types of information that should be gathered about prospects and their companies, and how to set call objectives. It emphasizes obtaining information from sources within the salesperson's company, online research, speaking with secretaries and receptionists, non-competing salespeople, traditional secondary sources, and directly from the prospect. This information is used to create a customer profile and understand the prospect's needs to have a customized and effective sales conversation.
SPIN selling technique is helping salespeople to gather more information and facts about the customers current situation, also discover the sales opportunities.
Leland Sandler and the Sandler Group discuss effective consultative selling techniques through the use of key sales skills, customer interactions, leadership behaviors, negotiating strategies and more that will help increase the success of your business.
Follow Leland:
WEBSITE: http://lelandsandler.com/
THE SANDLER GROUP: http://sandlergroup.net/
TWITTER: https://twitter.com/lelandsandler
FACEBOOK: http://facebook.com/thesandlergroup
SPIN selling technique is helping salespeople to gather more information and facts about the customers current situation, also discover the sales opportunities.
Leland Sandler and the Sandler Group discuss effective consultative selling techniques through the use of key sales skills, customer interactions, leadership behaviors, negotiating strategies and more that will help increase the success of your business.
Follow Leland:
WEBSITE: http://lelandsandler.com/
THE SANDLER GROUP: http://sandlergroup.net/
TWITTER: https://twitter.com/lelandsandler
FACEBOOK: http://facebook.com/thesandlergroup
The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It's the method being used by one-half of all Fortune 500 companies to train their sales forces, and here's the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into action immediately. The SPIN Selling Fieldbook includes:
-Individual diagnostic exercises
-Illustrative case studies from leading companies
-Practical planning suggestions
-Provocative questionnaires
Practice sessions to prepare you for dealing with challenging selling situations
Written by the pioneering author of the original bestseller, SPIN Selling, this book is aimed at making implementation easy for companies that have not yet established SPIN techniques. It will also enable companies that are already using the method to reinforce SPIN methods in the field and in coaching sessions.
Want to succeed in sales? Need a little extra motivation? Looking for inspiration and best practices?
You're in luck.
We've compiled 54 of our favorite sales quotes from RAIN Group's bestselling books, research reports, white papers, and award-winning blog that will inspire you and your sales team to reach top performance.
Closing Begins the Relationship - Chapter 13 of Fundamentals of Selling by Charles M. Futrell. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course
How to Do Cross-Selling: Top Tips and TricksAndriy Popov
Find out how to optimize your cross-selling activities in our presentation containing 15 top tips and tricks of cross-selling. Read full article at http://www.logision.com/knowledge/cross-selling
Relationship Selling Presentation by chickledesigns.com
At: Silicon Halton Workshop Day at the @BurlingtonHive >> http://ow.ly/uhRdf
Presented: March 26, 2014
www.siliconhalton.com
@siliconhalton
#shlearn
Effective selling skills - the module can be used to coach sales teams on different selling techniques. It covers fundamental principles of sales, various techniques applicable across industries.
This "Spin Your Sales Call" deck is a brief and simple explanation of how the SPIN selling method is created. Please review this deck to gain a basic understanding of how sales professionals format their spin questions before their appointments.
The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It's the method being used by one-half of all Fortune 500 companies to train their sales forces, and here's the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into action immediately. The SPIN Selling Fieldbook includes:
-Individual diagnostic exercises
-Illustrative case studies from leading companies
-Practical planning suggestions
-Provocative questionnaires
Practice sessions to prepare you for dealing with challenging selling situations
Written by the pioneering author of the original bestseller, SPIN Selling, this book is aimed at making implementation easy for companies that have not yet established SPIN techniques. It will also enable companies that are already using the method to reinforce SPIN methods in the field and in coaching sessions.
Want to succeed in sales? Need a little extra motivation? Looking for inspiration and best practices?
You're in luck.
We've compiled 54 of our favorite sales quotes from RAIN Group's bestselling books, research reports, white papers, and award-winning blog that will inspire you and your sales team to reach top performance.
Closing Begins the Relationship - Chapter 13 of Fundamentals of Selling by Charles M. Futrell. Presented to the students of Tolani Institute of Adipur as a part of their Sales Management Course
How to Do Cross-Selling: Top Tips and TricksAndriy Popov
Find out how to optimize your cross-selling activities in our presentation containing 15 top tips and tricks of cross-selling. Read full article at http://www.logision.com/knowledge/cross-selling
Relationship Selling Presentation by chickledesigns.com
At: Silicon Halton Workshop Day at the @BurlingtonHive >> http://ow.ly/uhRdf
Presented: March 26, 2014
www.siliconhalton.com
@siliconhalton
#shlearn
Effective selling skills - the module can be used to coach sales teams on different selling techniques. It covers fundamental principles of sales, various techniques applicable across industries.
This "Spin Your Sales Call" deck is a brief and simple explanation of how the SPIN selling method is created. Please review this deck to gain a basic understanding of how sales professionals format their spin questions before their appointments.
APMP Foundation: Establishing RequirementsBid to Win Ltd
Second module in the Bid to Win APMP Foundation Preparation Distance Learning programme.
Covers Intelligence Gathering, Knowledge Management and Sales Participation
Very few businesses need more data - what they actually need is the time and skills to turn that data into something useful. To "know what they know" and act on it.
21st Century marketing for startups (...and grown-up cos too)Lora Kratchounova
Startip Institite Marketing Boston track Scartch delievered in October of 2014: New marketing defined, mission/ vision/ positioning; customer segmentation; go-to-market plan components, marketing KPIs
Drive Sales Growth in 2017!
Maybe you haven’t kicked off the year yet or you just need to re-energise and refocus the team on sales growth. Either way, in this session Dean will share and explain specific strategies for:
• Creating improved coaching on sales growth
• Helping you and your people prioritise and focus on the highest value activities in 2017
• Defining the opportunity 2017 offers for sales growth and a plan for achieving results
Как начать стартап: руководство для начинающих предпринимателей от CupoNationCupoNation Russia
2 февраля 2017 года международный стартап CupoNation организовал вебинар "Начни сегодня", спикером которого стал соучредитель компании Андреас Фрус. Мы публикуем материалы спикера с руководством для начинающих предпринимателей.
Андреас поделился личным опытом в предпринимательстве, рассказал об особенностях онлайн-рынка и специфике международных стартапов. Из презентации вы узнаете:
- Историю компаний CupoNation и Global Savings Group
- Как запустить собственный проект: с чего начать, как собрать команду, и выбрать бизнес-модель новой компании
- Практические рекомендации по построению международных стартапов
- Что можно и что нельзя делать начинающему предпринимателю
Запись вебинара доступна по ссылке:
www.cuponation.ru/tag/start-up-webinar
Если у вас остались вопросы, пишите нам на почту:
alina.kamalova@cuponation.ru
Thought Leadership: Positioning Yourself as an Expert in the MarketplaceDana Vanden Heuvel
Presentation to the Sheboygan Chamber of Commerce on 12/17 at their program: FOCAL POINT: Thought Leadership: Positioning Yourself as an Expert in the Marketplace.
Presentation at Big Data & Analytics for Insurance 2016Paul Laughlin
Presentation on the Softer Skills that Data professionals also need to make an impact. Summary of key lessons from the very popular Consultancy Skills for Analysts training course from LaughlinConsultancy.com
Join this webinar with Peter Armaly, Senior Director and Adviser for Customer Success at Oracle, who will share his experiences, discuss some research, and offer guidance and opinions on the issue of Customer Success programs not being treated equal to its Sales peers.
Join this webinar with Peter Armaly, Senior Director and Adviser for Customer Success at Oracle, who will share his experiences, discuss some research, and offer guidance and opinions on the issue of Customer Success programs not being treated equal to its Sales peers.
Regardless of what you are selling, your business should be working to attract and convert customers. In this workshop, learn how to use sales funnel and customer journey frameworks to map an epic customer journey online.
Originally presented at Carnegie Mellon University Tepper School of Business "Connects Series" by Laurie Barkman, CEO SmallDotBig
Business marketers rely on segmentation for marketing efficiency and effectiveness. This presentation explains how to segment business markets, the key segmentation variables, how segmentation aids prospecting efforts, how to create personas, and how clean data makes segmentation easier.
Getting funded sometimes seems like a career itself (and indeed it is a big part of the CEO’s responsibilities). In order to succeed, need to understand both the rules of the game and the equipment – without these you may squander some of your most valuable resources - time and relationships. Two keys communication tools are the Executive Summary and the PowerPoint Presentation (Pitch Deck). This forum will help you understand how these tools are used to generate a face-to-face meeting, make a persuasive and memorable presentation, and then follow through with the details needed for investors to begin their due diligence process.
Anny Serafina Love - Letter of Recommendation by Kellen Harkins, MS.AnnySerafinaLove
This letter, written by Kellen Harkins, Course Director at Full Sail University, commends Anny Love's exemplary performance in the Video Sharing Platforms class. It highlights her dedication, willingness to challenge herself, and exceptional skills in production, editing, and marketing across various video platforms like YouTube, TikTok, and Instagram.
Implicitly or explicitly all competing businesses employ a strategy to select a mix
of marketing resources. Formulating such competitive strategies fundamentally
involves recognizing relationships between elements of the marketing mix (e.g.,
price and product quality), as well as assessing competitive and market conditions
(i.e., industry structure in the language of economics).
In the Adani-Hindenburg case, what is SEBI investigating.pptxAdani case
Adani SEBI investigation revealed that the latter had sought information from five foreign jurisdictions concerning the holdings of the firm’s foreign portfolio investors (FPIs) in relation to the alleged violations of the MPS Regulations. Nevertheless, the economic interest of the twelve FPIs based in tax haven jurisdictions still needs to be determined. The Adani Group firms classed these FPIs as public shareholders. According to Hindenburg, FPIs were used to get around regulatory standards.
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
B2B payments are rapidly changing. Find out the 5 key questions you need to be asking yourself to be sure you are mastering B2B payments today. Learn more at www.BlueSnap.com.
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
Navigating the world of forex trading can be challenging, especially for beginners. To help you make an informed decision, we have comprehensively compared the best forex brokers in India for 2024. This article, reviewed by Top Forex Brokers Review, will cover featured award winners, the best forex brokers, featured offers, the best copy trading platforms, the best forex brokers for beginners, the best MetaTrader brokers, and recently updated reviews. We will focus on FP Markets, Black Bull, EightCap, IC Markets, and Octa.
At Techbox Square, in Singapore, we're not just creative web designers and developers, we're the driving force behind your brand identity. Contact us today.
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
Company Valuation webinar series - Tuesday, 4 June 2024FelixPerez547899
This session provided an update as to the latest valuation data in the UK and then delved into a discussion on the upcoming election and the impacts on valuation. We finished, as always with a Q&A
2. Important Questions Answered
► Why should salespeople plan their sales calls?
► What pre-call information is needed about the individual
prospect and the prospect’s organisation?
► How can this information be obtained?
► What is involved in setting call objectives?
► Should more than one objective be set for each call?
► How can appointments be made effectively?
2
3. Why Plan The Sales Call?
1. Advance planning of the sales interview is essential to
achievement in selling.
2. Salespeople can save their as well as buyer’s time,
through planning.
3. This gives time to make more calls.
4. In this way they can convince people to buy even if
they are not really interested.
5. Not to forget that this is not the end…..
3
5. Reasons for planning the sales call
► Develops atmosphere of goodwill
► Reflects professionalism
► Generally increases sales
► Builds confidence
► Qualify prospects
► Budgets your time
► Enhances your image 5
6. Sales Call Planning Importance
Sales call planning increases in importance when
► The customer's decision is a complex, high-
involvement, high risk one
► Future interactions and negotiations with the
customer are expected
► The customer's needs are unique
► A range of alternatives is available to the customer
► The sale is very critical to the salesperson
6
7. Obtaining Pre-call Information
► Important to get enough information about the
prospect to be able to save time and achieve more.
► Not to forget that the cost of collecting information
should be less than the benefits obtained.
7
8. A Flow Diagram Of The Planning
Process
Gathering information Selling objectives Making an
about the prospect for the call appointment
and firm
8
9. The Prospect As An Individual
Personal.
► Name (including pronunciation)
► Family status
► Education
► Aspirations
► Interests (e.g., hobbies)
► and disinterests
Attitudes.
► Toward salespeople
► Toward your company
► Toward your product (Contd.)
9
10. The Prospect As An Individual
(Contd.)
Relationships
► Formal reporting relationships
► Important reference groups and group norms
Styles
► Social style (driver, etc.)
► Decision-making style2 (entrepreneurial, planning,
bureaucratic
Evaluation of Products/Services
► Product attributes that are important
► Product evaluation process
10
12. Customer Profile Provides Insight
► Review information to create customized
presentation
► See what customer has done in the past to
determine future needs
► If you do not have customer profiles, get one for
each customer
12
13. The Prospect’s/Customer’s
Organisation
Similarly following information about the
company of the prospect is vital too:
► Demographics
► Prospect’s Customers
► Prospect’s Competitors
► Historical Buying Patterns
► Current Buying Situation
► People Involved in the Purchase Decision
► Policies and Procedures
13
14. Demographics
► Type of organization (manufacturing,
wholesaling, retailing)
► Size, number of locations
► Products/services offered
► Financial position and its future
► Culture of the organization
14
15. Prospect's Customers
► Types
► Benefits they seek from the prospect's
products/services
15
16. Prospect's Competitors
► Who they are
► How they differ in their business approaches
► Prospect's strategic position in the industry
(dominant, strong, weak, tenable)
16
17. Historical Buying Patterns
► Amount purchased in the product category
► Sole supplier or multiple suppliers. Why?
► Reason for buying from present suppliers.
► Level of satisfaction with suppliers
► Reasons for any dissatisfactions with suppliers or
products currently purchased.
17
18. Current Buying Situation
► Type of buying process (new task, straight re-buy,
or modified re-buy )
► Strengths and weaknesses of potential
competitors.
18
19. People Involved in the Purchase
Decision
► How they fit into the formal and informal
organizational structure
► Their roles in this decision (gatekeeper,
influencer, etc.)
► Who is most influential
► Any influential adversaries (carry great influence
but are opposed to us)?
► Current problems the organization faces
► Stage in the buying cycle.
19
20. Policies and Procedures
► About salespeople
► About sales visits
► About purchasing and contracts.
20
21. Preparation & Pre approach
Questions about •What business is the prospect's company in?
the •What are its products and markets?
prospect's •Who are its primary customers?
company •How big is this prospect's company?
•Where does it rank in its industry?
•Who is the actual decision maker?
Questions about •Who handles the purchase process?
the •Who else influences the purchase process?
prospect's •What are the backgrounds and personal interests of each person in the buying
company's process
buying center •Is the company's staff well informed?
•Can we help this company's staff develop more expertise?
•Does any in my company know anyone in this company?
•How often does this company buy my type of product or service?
•Who is this company's competitor?
•Does my company do business with that competitor?
Other
•What plans does the company have that could affect future need for my product?
Questions •How well is this company satisfied with its present supplier?
•Does this company's potential volume of business suggest a personal call, a
telephone call or a letter?
•Do we (or can we) use their product or service?
If I don't •Can I get a referral to another department?
make the sale •Can I get a second appointment?21
•Will they seriously evaluate my proposal?
22. Sources of Information
1. AGAIN - not to forget that TIME IS MONEY and that
the time spent on gathering information and preparing
for the meetings should be less than the benefits.
2. Not to fall into the trap of
ANALYSIS PARALYSIS
Various sources could be used to gather the
required information
22
23. Sources of Information
► Sources within your Company
► The Internet
► Secretaries and Receptionists
► Non-competing Salespeople
► Traditional Secondary Sources
► The Prospect
► Other Sources
23
24. Sources within your Company
One of the best sources of information can be the
records in your own company, especially if your firm
has developed a sophisticated database. The most
useful databases include, in addition to standard
demographic information, information on any direct
inquiries made by the prospect (from direct-mail
inquiries, through the telemarketing division of your
firm, etc.), a sales history on the firm, whether
anyone from your company has called on the
prospect, and the results of any sales meetings.
24
25. The Internet
The Internet contains a vast amount of informa
tion. "Fifteen years ago, when 'consultative selling'
became the buzzword for successful sales, it took a
great deal of time researching and discovering the
needs. Now, a salesperson can learn as much as
there is to know about prospects and customers in
practically no time at all.
25
26. Secretaries and Receptionists
Secretaries and receptionists in the prospect's firm
usually are a rich source of information. Be
courteous, however, because secretaries and
receptionists are accustomed to having salespeople
pry for all sorts of free information. Prioritize your
questions and provide justification for asking them.
Above all, treat secretaries and receptionists with
genuine respect.
26
27. Non-competing Salespeople
Another source for pre-call information is non-
competing salespeople. In fact, one of the best
sources of information is the prospect's own
salespeople. Because They are easy to reach and
they understand your situation.
27
28. Traditional Secondary Sources
Traditional secondary data sources can also be
helpful. Firms such as Standard & Poor's,
Hoover's, Wards, and Moody's publish a number
of manuals and directories that are available in
many public libraries. These sources can help
answer questions about brand names, key
contacts, historical information, the current
situation and outlook for the firm and the industry,
location of plants and distribution centers, market
shares, and so on.
28
29. The Prospect
Much information can be received directly from the
prospect. However, don't expect prospects to sit
down and answer any and all questions you might
have, especially for topics where the information is
fairly easy to get (e.g., what products the prospect
makes or sells). It is also worth mentioning that,
just as you are gathering information about the
prospect prior to a meeting, the prospect can and
often does collect information about you. Even
before the sale your prospect can request price
quotes.
29
30. Other Sources
Many other sources can provide information. Some
information may have been gleaned at a trade
show the prospect attended. Much information will
be in the lists and directories from which the
prospect's name came. A center of influence will
often be able to provide some information.
30
31. Sources of Pre-approach Information
1. Direct questions: prospect
Six
2. Other company salespeople
Proven
3. Current customers
Sources
4. Local newspaper
5. Personal visit / cold call
• Mergers
• Personnel changes
Some things
• Changing product lines
to look for
• Advertising plans
• TV and magazine ads
• Sales training 31
32. Setting Call Objectives
► The sales call objective is the main purpose of
contact with a prospect or customer
► The pre-call objective – have one or more!
► Focus and flexibility
Focus your efforts on the objective when you are
with the customer
Be prepared to switch to another objective if
needed
► Make the goal specific
► Move customer conversation toward the objective
► Set a SMART call objective
32
34. Criteria for Effective Objectives
► Objectives should be Specific, Realistic and
Measurable.
Specific – to be effective
Realistic – to be achievable
Measurable – to be able to objectively evaluate each
sales call and evaluate if the objectives were met?
34
35. Setting More Than One Objective
Often multiple call objectives are set so that they have a
primary objective, but if the meeting does not go well then
at least the minimum call objectives are met and in case of
ideal situation what will be the optimistic call objectives.
Better to have more than one Primary Objective.
35
36. Setting Objectives for Several Calls
Setting objectives for a number of future calls is a part of
good planning and strategising the whole activity.
Interval between two sale calls depends upon the strategy
but it should not be too long.
36
38. Making an Appointment
After gathering pre-call information and setting
objectives, the salesperson's next step is generally to
make an appointment. working by appointment
saves valuable selling time. Appointments dignify the
salesperson. They help get the sales process off to a
good start by putting the salesperson and the
prospect on the same level-equal participants in a
legitimate sales interview. Appointments also
increase the chances of seeing the right person arid
having uninterrupted time with the prospect.
38
39. How to make appointments
Experienced sales representatives use different
contact methods for different customers. They have
found through trial and error that a certain method of
making an appointment works well with a regular
customer but may be entirely ineffective with a new
prospect. They have also found that knowledge of
many different methods and techniques for making
appointments is extremely helpful in obtaining sales
interviews.
39
41. Cultivating relationships with
subordinates
Busy executives usually have one or more
subordinates who plan and schedule interviews for
them. These gatekeepers often make seeing the
boss rather difficult. Salespeople should go out of
their way to treat all subordinates with respect and
courtesy. First, it is the right thing to do. Second,
subordinates can be the true key to the
salesperson's success or failure with an
organization. They may not be able to buy the
salesperson's product, but they can often kill his or
her chances for a sale.
41
42. Telephoning for Appointments
► Telephone is most often used to make initial
appointment.
► Through practice it could easily be used correctly and
effectively.
► Over the phone too, the salesperson needs to be an
active listener as well as should be able to encourage a
two-way communication.
► Salespeople should avoid giving presentation over the
phone.
42
45. Telemarketing
► Use of sophisticated telecommunications and
information systems
► Combined with personal selling and servicing
skills
► Helps companies keep in close contact with
present and potential customers
► Increases sales
► Enhances business productivity
45
46. Use "powers of visualization."
► Relax and close your eyes.
► See yourself and the prospect.
► Think about what you will say and anticipate the prospect's
responses.
► Create a mental hologram and live it over and over in your
mind.
► Practice out loud - your mind believes the sound of your
own voice.
► If you do not like the result, redesign the scenario and play
it over again until it is comfortable and produces the
desired outcome.
► Your mind cannot separate a real experience from an
imaged one.
► You gain the same benefit from this type of practice as
from an actual sales interview.46
47. Ask
► Why am I calling?
Yourself
► What is my proposal?
► What would make this person want to grant my
request?
► What is the best action plan that I can offer?
Remember That The Appointment is a Mini Sale
Sell the appointment not the product
47
48. Key Strategy points to consider
► Schedule a specific time for calls
► Always follow up a successful call with another call
► Arrange to avoid interruptions
► Develop a written script
► Verify that you have actually contacted the prospect
► Just tell as much as needed to get an appointment
► Keep control but don't be pushy
► Excitement and enthusiasm
► Don't argue!
► Use the fatal alternative
► Sell your name. Ask the prospect to write it down.
► Be courteous. - Please & Thank You
► Watch language and speech patterns
48
49. The Six-Step Telephone Track
Introduce Yourself •A judgement will be made within 15
Step I
and Your Company words
•Keep it warm and friendly
Take the Curse •A call is an interruption
Step II •Get permission to continue
Off the Call •Soften the impact with "just a minute,"
etc.
State the Purpose
Step III •A brief hard hitting lead in
of the Call •Mention referrals if you have them
An
Step IV •Usually a customer benefit
Interest-Capturing Statement •You can also use a provocative question
•Don't give too much information over the
Step V Request an Appointment phone
•Give a choice of times (fatal alternative)
Overcome •Agree with the objection
Step VI •Switch back to your idea of reason for
Resistance 49 the appointment
•Ask for the appointment again
51. Additional Planning
► Successful salespeople think ahead and plan
accordingly.
► Seeding the meeting i.e. sending important things prior
to meeting does make the meetings more conducive.
► The prospect should be made to think that the
salesperson is trying to help while understanding the
prospect’s business.
51
52. Setting Up the Sales Interview
Timing •Will the prospect be too busy?
•What is the "best" time to see the prospect?
Gaining Entry •Letter - the weakest
Making the •Cold call - good but time consuming
First appointment •Telephone - high rejection rate
•Telephone - mail - follow up call
Some Techniques
•Ask former or retired employees to give you names and the lay of the land
•Ask the building administrator for names.
Get the Prospect's •Ask for a sales rep in the prospect's company then
Name •Solicit the salesperson's help to get to the right person.
•"I'm sorry, I got the wrong extension. I was trying to reach the person who's in
charge of.."
•Show them sincere respect.
Gatekeepers •Friendly not fake.
•Be honest about your intentions
•Get personal information about the gatekeeper
•Sell to the gatekeeper
•Question gatekeepers.
•They often know what the company needs
•Be thoughtful - small gifts and cards can go a long way
•Keep your sense of humor
•Be patient and persistent
•Press "0" on your phone. Usually gets a person
•Leave a message: "I will be in your neighborhood at 11 a.m. on Wednesday, April 10, and
Voicemail would like to meet with you for 10 minutes to explain XYZ and how it can help you. Please
let me know if this is inconvenient, otherwise I'll look forward to seeing you this
52
Wednesday."
53. Gain a Personalized Sales Interview
with the information gathered above.
Predict Likely • Your past experience
Objections • Your company's training
• The pre approach information gathered
Prepare for the • Set sales call objectives
Presentation • Rehearse
• Practice demonstrations
Visualize
• Mental toughening - visualize the meeting
Successful over and over with a successful outcome.
Selling • Practice out loud. Role play.
Learn How to Best
Approach the • Style analysis
Prospect 53