SALES METHODOLOGIES Full sales process used to generate revenue ADVANTAGESDISADVANTAGES Initial cost is fairly cheap Can use the internet Customers can ask questions Very time consuming Highly competitive Get quite a bit of rejection
PERSONAL SELLING Direct communication to inform and persuade customers to make purchase decisions Determines client needs and responds through planned, personalized communication – Face to face or… – TELEMARKETING Solicit customers to buy products over the phone
PREPARING SALES PRESENTATIONS There are four questions to be answered before you can begin to prepare: 1.Why are you saying it? - PURPOSE 2.To whom are you saying it? CUSTOMER PROFILE 3.What are you going to say? – CONTENT – WRITE A SCRIPT 4.How are you going to say it? - FORM
PURPOSE 1.Communicate Information 2.Make a Proposition/Sell a product or idea 3.To Inspire and Motivate – Generate enthusiasm
CUSTOMER PROFILE DETERMINES A PROSPECT'S NEEDS – Consider how much they know already – Establish the Characteristics DEMOGRAPHICS
CONTENT 1.Decide on your APPROACH – CUSTOMER-BENEFIT Use questioning to exemplify product benefits – Ex: Asking if customer would like to save money on office supplies – Introductory approach Simply state name and reason for presenting 2.Summarize the objectives of your presentation 3.List and prioritize points you need to cover 4.Collect information to support your points
WRITE A SCRIPT Use to: – JOG MEMORY DURING PRESENTATION Help to remember key points that they want to cover – Plan presentation length – Practice before presentation Make sure language is – POSITIVE – PRECISE (short) – PERTINENT (Meaningful to the customer) Help the customer understand what you are saying in a brief, simple way
“You Do” Prepare a sales presentation for a sports event or good…you choose! Make sure to follow the below procedures and write them as you go to turn in for a grade: 1.Identify the Purpose 2.Identify your Customer Profile 3.List your Content 4.Write the Sales Script Be ready to present in class!