The Importance of Preapproach Planning The path to success: See enough of the right people at the right time Prospecting Preapproach

Preparation and Preapproach Develop a checklist of sales essentials: 1. About the Company What business is the company in? What are its products and markets? Who are its primary customers? Where does it rank in its industry?

2. About The Buying Center Preparation and Preapproach 2. About The Buying Center Who is the actual decision maker? Who influences the purchase process? What are the backgrounds and personal interests of each person involved? Can we help this company’s staff develop additional expertise? Does anyone in my company know anyone in their company?

3. Other things to consider: Preparation and Preapproach 3. Other things to consider: How often does this company buy my type of product or service? Who is this company’s competitors? Does my company do business with those competitors? What plans does the company have that could affect its future need for my product? How satisfied is this company with its present supplier? Do we (or can we) use their product or service?

Ten Buyer Questions What are you selling? Why do I need it? Who is your company? How much will it cost? Who else is using it and are they satisfied? What kind of person are you? Is your price truly competitive? How does your solution compare to other alternatives? Why do I need it now? What is your record for support and service?

Building Your Self-Confidence Having a plan and knowing the customer bolsters your self-confidence Enhance your perceived value Don’t knock the competition Be prompt; be polite; keep your promises Plan ahead - don’t leave anything to chance Write a note of thanks

Telephone Techniques Mental exercises to use in advance of the telephone call or personal visit: Practice using your powers of visualization Create a mental hologram and live it over and over in your mind Practice out loud - your mind loves to hear the sound of your own voice You gain the same benefit from this type of practice as from an actual sales interview Remember: Your mind cannot separate a real experience from an imagined one

Telephone Techniques Most annoying voice characteristics: View the appointment as a mini-sale: You’re selling the appointment over the phone, not your service or product. Most annoying voice characteristics: 1. Whining and complaining 44.0% 2. High pitched or loud tone 28.0% 3. Mumblers 11.1% 4. Too fast or too weak 8.5% 5. Monotone voice 3.5% 6. Strong accent 2.4%

Key strategy points to consider: Telephone Techniques Key strategy points to consider: Schedule a specific time for calls Immediately follow up a successful call with another call Arrange to avoid interruptions Develop a written script Verify that you are speaking to the correct individual Tell only as much as needed to get the appointment Keep control, but don’t be pushy Show excitement and enthusiasm in your voice Sell your name. Ask the prospect to write it down Eliminate verbal pauses (um, uh, you know)

The Six-Step Telephone Track Step 1 - Introduce yourself and your company A judgement will be made about you within 10 words Keep it warm and friendly Step 2 - Take the curse off the call A call is an interruption Get permission to continue Soften the impact with, “I need just a minute” etc.

Step 3 - State the purpose of the call The Six-Step Telephone Track Step 3 - State the purpose of the call A brief, hard-hitting lead-in Mention referrals if you have them Step 4 - An interest-capturing statement Usually a customer benefit You could ask a thought-provoking question Step 5 - Request an appointment Don’t give too much information over the phone Give a choice of times for the meeting

Step 6 - Overcome resistance The Six-Step Telephone Track Step 6 - Overcome resistance Agree with the objection Switch back to your idea or reason for the appointment Ask for the appointment again Remember all you want is the appointment

Your Turn Prepare your script according to the six steps outlined Practice a ‘telephone call’ Record the call (working with your partner) All need to complete