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The Power of Selling

The Power of Selling. Chapter 8 The Preapproach: The Power of Preparation. Video Ride-Along. The video The Pre-Approach features Tonya Murphy, general sales manager at WBEN-FM She discusses pre-approach which cannot be done in one specific way

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The Power of Selling

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  1. The Power of Selling

  2. Chapter 8 The Preapproach: The Power of Preparation

  3. Video Ride-Along • The video The Pre-Approach features Tonya Murphy, general sales manager at WBEN-FM • She discusses pre-approach which cannot be done in one specific way • She explains the importance of the “I know statement” • To view the video, click here

  4. Chapter Objectives • Explain how to research a qualified prospect and list resources to conduct prospect research. • Understand how to identify needs and opportunities. • Learn how to set SMART precall objectives. • Discuss key elements of presentation preparation.

  5. Researching Your Prospect: Going Deeper • Gathering information as much as possible about your prospect demonstrates personal commitment and boosts your credibility • Research plays a crucial role in both target account and key account • It is important to use a precall planning worksheet when you are contacting your new or existing customers

  6. Figure 8.1 - Precall Planning Worksheet

  7. Going Deeper with the Fundamentals: What You’ll Want to Know • About the company • Demographics • Company news • Financial performance • About the company’s customers • Customer demographics • Size of customer base • What customers are saying about your prospect

  8. Going Deeper with the Fundamentals: What You’ll Want to Know • About the current buying situation • Type of purchase • Competitor/current provider • Current pricing

  9. Going Deeper with the Fundamentals: What You’ll Want to Know • About the contact person • Title and role in the company • Professional background • Personal information • Essential problem(s) your contact needs to solve • Motivation for buying

  10. Going Deeper with the Fundamentals: What You’ll Want to Know • About your existing customers • Opportunities to expand the relationship • Opportunities for synergy Item number: 97195610

  11. Preparation Is Essential • The video Pre-approach features Priya Masih, sales representative at Lupin Pharmaceuticals • Priya Masih talks about the importance of preparation before a sales call • According to Priya Masih, being prepared allows you to make an impact and a strong first impression on your client • To view the video, click here • http://www.youtube.com/watch?v=IY1ObVnOlzg Source: YouTube

  12. Sources of Information • Online searches • Business directories • Publicly available contracts • Trade journals • Blogs, social networks, and online forums • Professional organizations

  13. Table 8.1 – Benefit Statements Examples

  14. Determine Your Objectives • Setting precall objectives is strategically important before your sales call • Precall objectives: Goals that are determined for the sales call before the call is made

  15. Figure 8.5 – SMART Objectives

  16. Setting SMART Objectives • The video ‘How to get Better Results From Your Sales Meeting’ features Brian Conway • Brian Conway discusses the importance of setting SMART objectives • He further explains how setting SMART sales objectives gives a salesperson the required clarity on the process and he /she knows exactly what he/she wants to achieve • To view the video, click here Source: YouTube

  17. Figure 8.6 – Examples of SMART Objectives

  18. Four Ps of Presentation Preparation • Prioritize your agenda • Personalize it • Prepare illustrations • Practice

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