Perform pre-sales activities to facilitate sales presentation 4.10

ESTABLISH RELATIONSHIP with clients/customers/fans

ESTABLISHING A GOOD RELATIONSHIP WHY? – Customers/fans have LONG-TERM LOYALTY Supportive even with controversy or a losing season HOW? – BUILD EMOTIONAL CONNECTIONS with customers Spectators driven by the emotions and experiences – Influenced by tradition, attitude, and team performance – Provide customers/fans with what they want and expect – Treat them fairly

STEPS to EFFECTIVE SALES OPENINGS You only have 1 chance to make a first impression! 1.KNOW your customer before initial contact – RESEARCH their company website 2.Have a PLANED AGENDA to discuss – DON’T call without preparing what to say 3.CUSTOMIZE the sales script – Don’t read a general script for each customer 4.ASK OPEN-ENDED QUESTIONS – Find out what customer needs/wants 5.CLOSING LINE: Ask for the SALE! 6. Be a GOOD LISTENER

SELL TICKETS

EFFECTIVE WAYS TO SELL TICKETS GOAL: Sell-Out your event to make MONEY If you don’t make up the costs of the event-LOSE MONEY LOTTERY: – Use: DEMAND IS HIGHER THAN THE AVAILABLE SUPPLY – A drawing in which people are given equal chance to win Word of Mouth “EARLY BIRD PRICING” – Earlier you buy the ticket, the lower the price Sell ONLINE

“You Do” With a partner, you will create two scripts for building a good relationship with a customer on the first contact using the steps from the notes for the following two scenarios: Get a celebrity to endorse your product Selling season tickets for a professional team 1.Write the two scripts to be turned in for a grade – One person is the customer, the other is the salesperson 2.Perform your role play in class