2. Hey ya’ll’
Life’s a Pitch

3. Selling is Simple
____________

4. Pre-Call
R________
P________

5. The Sales Call
High level sales call
Real world

6. Post Call
E_______
I________

7. Research
4 Things we need to know:
P______
C______

8. Research - Product Audience ________________ ________________the best
Fishing
Gym
Your ____________

9. Research - Prospects M A N What is a prospect?
Everybody else is a ________? M A N

10. 3:1 Research - Prospects - ____Suspects - ____ Prospects
How many do you need?
What is the working ratio?
Where do you find them?
- ____Suspects - ____ Prospects
- ____ Prospects - ____ Sale
____ - ____ Contract
3:1

11. List Prospects working – 100
Go to your Planner
Mathernes Grocery
List Prospects working – 100

12. Research - Customer
What do we need to know about the customer before we make the call?
Name of the gatekeeper____________
Name of the decision maker or influencer
Know the name of the business owner
Know something about the business

13. Research - Customer
How do we get the information we need to know about the client?
_________________

14. Research - Customer The best way to ask for information is to say:
Hi! My name is ________ with _____________
What is your name?
We want to send information about advertising
to the person responsible for advertising.
Who makes the advertising decisions?
What is their position?
Who owns the business and how do you spell that?

16. You value in the market just went up
Mathernes Grocery
William Henry
Mike Smith
Beth More
1381 Forest Dr
$700
Call client and get the name of the Decision Maker, Owner, Receptionist, person behind the cash register, etc.

17. Research - Competition
Who are they?__________________________
How much do they_______?
What is their
__________________ & _________________?
What is the other media’s?
______ / ___________ / __________
Where can you find this information?
Call and ask
Agencies
Published rates
All other media companies
Cost
Strength
Weakness
Reach
Frequency
Circulation

18. Pre-Call
Research
Plan

19. Plan
________________
You better have a plan for your next step ..or

21. The Sales Call
What’s a good day? 10 5 3 2
Have you ever done this?

22. The Sales Call
How do you make the call P O G C A

23. The Sales Call Advertising How do you advertise now?
What percent of your advertising goes into___________________________?
What is your annual_________?
What is your _______promotion?
What is your _________?
What are your best _______months?
When do you need the most ______?

24. The Quick Sales Call
I would like to show you what your competition is doing
We had a client just like you…

25. Post Call
Evaluate
Important

26. Post Call - Evaluate How ___________the call go?
What did I do ___________
What could I do ______________
next time?

27. What’s Important

28. Thank you