1-1 The PREAPPROACH is…  Allows you to be less mechanical and more thoughtful  Allows you to anticipate problems and plan ways to handle them Steps to follow in preapproach planning Analyze prospecting information Plan specifically for each sales call Go over and rehearse your presentation Study product and sales literature Preapproach …the planning and preparation done prior to the actual contact with the prospect

1-2 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?

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? Preparation and Preapproach

1-4 Ten Buyer Questions 1.What are you selling? 2.Why do I need it? 3.Who is your company? 4.How much will it cost? 5.Who else is using it and are they satisfied? 6.What kind of person are you? 7.Is your price truly competitive? 8.How does your solution compare to other alternatives? 9.Why do I need it now? 10.What is your record for support and service? Sources of Preapproach Information

1-5 Setting up the Sales Interview Timing When is the best time to see a prospect? Gaining Entry - Making the first appointment Letter - the weakest, so follow with a telephone call Cold call - good, but time consuming Telephone - saves time and money

1-6 Gatekeepers Show them sincere respect Be honest about your intentions Get personal information about the person Question gatekeepers. They often know what the company needs Be thoughtful - small gifts and cards can go a long way Setting up the Sales Interview

1-7 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 Remember: Your mind cannot separate a real experience from an imagined one You gain the same benefit from this type of practice as from an actual sales interview

1-8 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 complaining44.0% 2. High pitched or loud tone28.0% 3. Mumblers11.1% 4. Too fast or too weak 8.5% 5. Monotone voice3.5% 6. Strong accent 2.4% Telephone Techniques

1-9 Planning and Organizing the Call Ask Yourself:  Why am I calling?  What is my proposal?  What would make this person want to grant my request?  What is the best action plan I can offer? Telephone Techniques

1-10 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) Telephone Techniques

1-11 The Six-Step Telephone Track Step 1 - Introduce yourself and your company A judgement will be made about you within 12 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.

1-12 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 (Use your sales burger.)  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 The Six-Step Telephone Track

1-13 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 The Six-Step Telephone Track

1-14 Preparation – The Sales Burger Features Advantages Benefits