Presentation on theme: "Hey yall Lifes a Pitch Selling is Simple ____________."— Presentation transcript:
Hey yall Lifes 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______ C______
Research - Product Audience ________________ ________________the best ________________ Fishing Gym Your ____________
Research - Prospects What is a prospect? Everybody else is a ________? MAN
Research - Prospects How many do you need? What is the working ratio? Where do you find them? - ____ Suspects - ____ Prospects - ____ Prospects - ____ Sale -____ - ____ Contract 3:1
List Prospects working – 100 Mathernes GroceryMathernes Grocery Go to your Planner
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
Research - Customer How do we get the information we need to know about the client? _________________
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?
Call client and get the name of the Decision Maker, Owner, Receptionist, person behind the cash register, etc. Mathernes GroceryMathernes Grocery William Henry Mike Smith Beth MoreBeth More Forest Dr1381 Forest Dr $700$700 You value in the market just went up
Research - Competition Who are they?__________________________ How much do they_______? What is their __________________ & _________________? What is the other medias? ______ / ___________ / __________ Where can you find this information? Call and ask Agencies Published rates All other media companies Cost Strength Weakness ReachFrequencyCirculation
Pre-Call Research Plan
Plan ________________ You better have a plan for your next step..or
The Sales Call Whats a good day? Have you ever done this?
The Sales Call How do you make the call P O G P O P C C A
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 ______?
The Quick Sales Call I would like to show you what your competition is doing We had a client just like you…
Post Call Evaluate Important
Post Call - Evaluate How ___________the call go? What did I do ___________ What could I do ______________ next time?