Preparation, Preparation, Preparation Sponsorship sales Preparation, Preparation, Preparation

Expectations Set up appointment with prospective sponsor Conduct a professional sales presentation (including dress and preparation) Obtain sponsorship

Pre-Approach Preparing yourself for the sale Be familiar with your product

Pre-Approach Prospecting Know the Customer

Approach B2B—generally go to the client ________________should you talk to First sell ___________________

Approach Face to Face Arrive _________________ Dress ___________________ Introduce yourself, _________________ Make ___________________ Have in mind some “small talk”

Determining Needs First visit in “Big” Sponsorships—simply determine needs For high school—coming with prepared proposal works Why Companies Sponsor?

Determining Needs

Feature/Benefit Presentation Proposal Focus on the ______________________

Objections Helps to ________________________ Respond Sell ______________ and __________________

Objections

Objections DO NOT

Closing the Sale _____________ is key Watch __________________ ________________ benefits Ask for __________________ Confirm __________________

Follow-up Handshake seals the deal Express _______________about partnering with them Whether you sealed the deal or not