3 Full sales process used to generate revenue SALES METHODOLOGIESFull sales process used to generate revenueADVANTAGESDISADVANTAGESInitial cost is fairly cheapCan use the internetCustomers can ask questionsVery time consuming Highly competitive Get quite a bit of rejection
4 PERSONAL SELLINGDirect communication to inform and persuade customers to make purchase decisionsDetermines client needs and responds through planned, personalized communicationFace to face or…TELEMARKETINGSolicit customers to buy products over the phone
6 PREPARING SALES PRESENTATIONS There are four questions to be answered before you can begin to prepare:Why are you saying it? - PURPOSETo whom are you saying it? CUSTOMER PROFILEWhat are you going to say?CONTENTWRITE A SCRIPTHow are you going to say it? - FORM
7 PURPOSE Communicate Information Make a Proposition/Sell a product or ideaTo Inspire and MotivateGenerate enthusiasm
8 DETERMINES A PROSPECT'S NEEDS CUSTOMER PROFILEDETERMINES A PROSPECT'S NEEDSConsider how much they know alreadyEstablish the CharacteristicsDEMOGRAPHICS
9 CONTENT Decide on your APPROACH CUSTOMER-BENEFITUse questioning to exemplify product benefitsEx: Asking if customer would like to save money on office suppliesIntroductory approachSimply state name and reason for presentingSummarize the objectives of your presentationList and prioritize points you need to coverCollect information to support your points
10 WRITE A SCRIPT Use to: Make sure language is JOG MEMORY DURING PRESENTATIONHelp to remember key points that they want to coverPlan presentation lengthPractice before presentationMake sure language isPOSITIVEPRECISE (short)PERTINENT (Meaningful to the customer)Help the customer understand what you are saying in a brief, simple way
11 “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:Identify the PurposeIdentify your Customer ProfileList your ContentWrite the Sales ScriptBe ready to present in class!