1. Lesson 7.3 – Sales Strategies Skills & Techniques Copyright © 2014 by Sports Career Consulting, LLC

2. LESSON 7.3 Intro to Promotion & Sales Sales Strategies 1) Collaborative selling 2) Transactional selling 3) Team selling Sales Copyright © 2014 by Sports Career Consulting, LLC

3. LESSON 7.3 Intro to Promotion & Sales Action The sales person and client take time to understand one another and develop a relationship according to the sales person’s offer and the client’s needs Copyright © 2014 by Sports Career Consulting, LLC Collaborative selling

4. LESSON 7.3 Intro to Promotion & Sales Action The sales person and client have limited interaction and the sale is based mostly on price or a specific element Copyright © 2014 by Sports Career Consulting, LLC Transactional selling

5. LESSON 7.3 Intro to Promotion & Sales Action A variation of collaborative selling that includes multiple people from the selling or buying organization, or both Copyright © 2014 by Sports Career Consulting, LLC Team selling

6. LESSON 7.3 Intro to Promotion & Sales  Prospecting  Referrals  Networking  Cold calling Sales Copyright © 2014 by Sports Career Consulting, LLC Sales Skills and Techniques

7. LESSON 7.3 Intro to Promotion & Sales Sales Action Prospecting: The process of consistently researching for and seeking out new customers for an organization’s products and services Prospecting is a very detail oriented process requiring careful research and analysis Copyright © 2014 by Sports Career Consulting, LLC Sales Skills and Techniques

8. LESSON 7.3 Intro to Promotion & Sales Action A sales professional might research local businesses online that fit the demographics of a qualified potential customer Sales professionals may explore a number of avenues when prospecting to develop quality sales leads Copyright © 2014 by Sports Career Consulting, LLC Prospecting

9. LESSON 7.3 Intro to Promotion & Sales Action  Trade Shows  Industry Events  Networking Events  Consumer Lists  Directories  Industry Publications Copyright © 2014 by Sports Career Consulting, LLC Effective Prospecting

10. LESSON 7.3 Intro to Promotion & Sales Sales Action Referrals: Occur when an existing customer recommends another organization or individual to a sales professional as a potential customer Referrals are traditionally an extremely effective means for generating new sales Copyright © 2014 by Sports Career Consulting, LLC Sales Skills and Techniques

11. LESSON 7.3 Intro to Promotion & Sales Between 60% and 70% of all fitness industry sales are the direct result of referrals Sales Copyright © 2014 by Sports Career Consulting, LLC Possible objections

12. LESSON 7.3 Intro to Promotion & Sales Action Copyright © 2014 by Sports Career Consulting, LLC Sales Networking: Occurs when a group of like minded business people gather to help each other to cultivate sales Sales people often involve themselves in local organizations and functions in an effort to connect with as many new people as possible Sales Skills and Techniques

13. LESSON 7.3 Intro to Promotion & Sales Sales Cold calling: A sales professional’s effort to generate new business through outgoing telephone calls without any previous communication with the prospective customer The cold calling technique is generally a less productive means for generating sales than other techniques (networking and referrals) because the personal relationship element is non-existent Copyright © 2014 by Sports Career Consulting, LLC Sales Skills and Techniques

14. Action Blank Slide Available for Teacher Edits LESSON 7.3 Intro to Promotion & Sales Copyright © 2014 by Sports Career Consulting, LLC