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Hey ya’ll’ Life’s a Pitch

Hey ya’ll’ Life’s a Pitch. Selling is Simple . ____________ ____________ ____________. Pre-Call. R________ P________. The Sales Call. High level sales call Real world. Post Call. E_______ I________. Research. 4 Things we need to know: P______ P______ C______ C______.

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Hey ya’ll’ Life’s a Pitch

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  1. Hey ya’ll’ Life’s a Pitch

  2. Selling is Simple ____________ ____________ ____________

  3. Pre-Call • R________ • P________

  4. The Sales Call • High level sales call • Real world

  5. Post Call • E_______ • I________

  6. Research 4 Things we need to know: • P______ • P______ • C______ • C______

  7. Research - Product • Audience • ________________ • ________________ • ________________ • ________________ • ________________the best • ________________ • Fishing • Gym • Your ____________

  8. Research - Prospects • What is a prospect? • Everybody else is a ________? M A N

  9. Research - Prospects • How many do you need? • What is the working ratio? • Where do you find them? - ____Suspects - ____ Prospects - ____ Prospects - ____ Sale • ____ - ____ Contract 3:1

  10. Go to your Planner Mathernes Grocery List Prospects working – 100

  11. Research - Customer • What do we need to know about the customer before we make the call? • Name of the gatekeeper____________ • Name of the decision maker or influencer • Know the name of the business owner • Know something about the business

  12. Research - Customer • How do we get the information we need to know about the client? • _________________ • _________________

  13. Research - Customer • The best way to ask for information is to say: Hi! My name is ________ with _____________ What is your name? We want to send information about advertising to the person responsible for advertising. Who makes the advertising decisions? What is their position? Who owns the business and how do you spell that?

  14. You value in the market just went up Mathernes Grocery William Henry Mike Smith Beth More $700 258 1300 1381 Forest Dr Call client and get the name of the Decision Maker, Owner, Receptionist, person behind the cash register, etc.

  15. Research - Competition • Who are they?__________________________ • How much do they_______? • What is their __________________ & _________________? • What is the other media’s? ______ / ___________ / __________ • Where can you find this information? • Call and ask • Agencies • Published rates All other media companies Cost Strength Weakness Reach Frequency Circulation

  16. Pre-Call • Research • Plan

  17. Plan • ________________ • ________________ • ________________ • ________________ • ________________ • ________________ • ________________ • ________________ • You better have a plan for your next step ..or

  18. The Sales Call • What’s a good day? • 10 • 5 • 3 • 2 Have you ever done this?

  19. The Sales Call • How do you make the call • P • O • G • P • O • P • C • C • A

  20. The Sales Call • Advertising • How do you advertise now? • What percent of your advertising goes into___________________________? • What is your annual_________? • What is your _______promotion? • What is your _________? • What are your best _______months? • When do you need the most ______?

  21. The Quick Sales Call • I would like to show you what your competition is doing • We had a client just like you…

  22. Post Call • Evaluate • Important

  23. Post Call - Evaluate • How ___________the call go? • What did I do ___________ • What could I do ______________ • next time?

  24. What’s Important

  25. Thank you

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