The Power of Selling.

Slides:

Advertisements

Similar presentations

Chapter 13 The Promotion Strategy: Developing and Managing Sales

Advertisements

The Sales Process.

Strategic Prospecting and Preparing for Sales Dialogue

Prospecting and Pre-approach

Strategic Prospecting and Preparing for Sales Dialogue

Chapter 13 Initiating the Sale

Relationship Selling Mark W. Johnston Greg W. Marshall McGraw-Hill/Irwin Copyright © 2010 by The McGraw-Hill Companies, Inc. All rights reserved.

10-1 Chapter 10 The Presentation: The Power of Solving Problems.

Planning the Sales Call

Industrial Advertising. In proportion of total adspend, the contribution of Industrial advertising is just 10% Sticks closely to hard facts that would.

Planning Programs and Campaigns Chapter 18. Mastered PR “Tactical” Aspects and Techniques Right? News releases Feature placements Publicity photos Video.

* List and explain the 7 steps of selling * The sales process involves solving your customer’s problems with your product * Sales people play a vital.

Unit 3 Basic Marketing Concepts

SELLING AND SALES MANGEMENT

SELLING AND SALES MANGEMENT

10-1 Chapter 10 The Presentation: The Power of Solving Problems.

Marketing Mix & Target Markets Marketing Careers & Ethics

Chapter 15.  Visit the St. Gregory Fun Run sponsorship page (click here).(click here).  How would you describe their approach to selling sponsorships?

Chapter 12 – Preparing for the Sale

Beyond Selling Value Chapter 1 “It’s A Jungle Out There”

© 2012 Cengage Learning. All Rights Reserved. Principles of Business, 8e C H A P T E R 10 SLIDE 1 (PART 1) 10-1 (PART 1) 10-1Marketing Basics Develop.

9-1 The Power of Selling. 9-2 Chapter 9 The Approach: The Power of Connecting.

Chapter 6 Appointments and Planning the Presentation.

©2013 Cengage Learning. All Rights Reserved. May not be scanned, copied or duplicated, or posted to a publicly accessible website, in whole or in part.

9TH EDITION Selling Today Manning and Reece APPROACHING THE CUSTOMER.

7-1 The Power of Selling. 7-2 Chapter 7 Prospecting and Qualifying: The Power to Identify Your Customers.

CHAPTER 5 Strategic Prospecting and Pre-approach.

McGraw-Hill/Irwin Copyright © 2008 by The McGraw-Hill Companies, Inc. All rights reserved. Chapter 3 The Personal Selling Process The sales process itself.

© 2007 The McGraw-Hill Companies, Inc. All rights reserved.

MARKETING. Standards… BCS-BE-36: The student demonstrates understanding of the concept of marketing and its importance to business ownership. BCS-BE-36:

Strategic Prospecting and Pre-approach

Chapter 6 Appointments and Planning the Presentation.

Prospecting and Pre-approach Module 5. Prospecting The process of identifying, qualifying, and prioritizing organizations and individuals that have the.

Prospecting and Pre-approach Module Five. Why Buyers Won’t See Salespeople 1.They may __________________ of the salesperson’s firm. 2.They may have _______;

Personal Selling: Preparation and Process

Marketing: An Introduction Integrated Marketing Communications: Personal Selling and Direct Marketing Chapter Fourteen Lecture Slides –Express Version.

© 2007 The McGraw-Hill Companies, Inc. All rights reserved.

4.01 Explain the importance and types of selling..

Chapter 9 Approaching the Customer. LEARNING OBJECTIVES Describe prescriptions in presentation strategy Describe role of objectives in presale presentation.

The Sales Presentation Where are we? You’re ready to do your presentation to your customer... what have you done so far? Prospected You found Qualified.

© 2007 The McGraw-Hill Companies, Inc. All rights reserved.

© 2007 The McGraw-Hill Companies, Inc. All rights reserved.

Marketing Essentials Section 12.1 Selling

©2005 Pearson Education Canada Inc.11-1 Chapter 11 Personal Selling.

Customer Satisfaction and Retention Chapter 15.2.

3-1 The Power of Selling. 3-2 This work is licensed under the Creative Commons Attribution-Noncommercial-Share Alike 3.0 Unported License. To view a copy.

CREATING AND COMMUNICATING VALUE Chapter 7. General Guidelines for Effective Sales Presentations In sales presentations and demonstrations, salespeople.

© 2007 The McGraw-Hill Companies, Inc. All rights reserved.

Chapter 20 Nature and Scope of Marketing 1 Chapter 20 Nature and Scope of Marketing ©2008 Thomson/South-Western.

© 2009 The McGraw-Hill Companies, Inc. All rights reserved.

Lesson 7.3 – Sales Strategies Skills & Techniques Copyright © 2014 by Sports Career Consulting, LLC.

Bell Work Vocab Quiz. 2.09: Sales Process Ways to increase the likelihood of making a Sale.

Created by J. Lewis Wells, M.Ed. April 20, Personal selling - is oral communication with potential buyers of a product with the intention of making.

Chapter 2 Marketing Impacts Society. Topics The Impact of Marketing Criticisms of Marketing Increasing Social Responsibility.

5-1 Using Information in Prospecting and Sales Call Planning 5.

Chapter 10 Approaching the Customer with Adaptive Selling.

THE SELLING PROCESS STEPS IN THE PROFESSIONAL SALES PROCESS.

8/20/15 Bell Work If deserted on an island what three products you would want with you.

 Hot Prospects  Warm Prospects  Cool Prospects.

Planning the Initial Sales, Approaching Prospect, Invitation of Discussion Dr. Sanjeev Prashar.

What Is Selling? Objectives

Chapter 14 - The Sales Process The Sales Process.

Chapter 13 Initiating the Sale.

Preparing for the Expo Suggested Booth Layout Tri-Fold Poster – Paste up the business idea/ key concepts photos or other materials to glue/tack onto the.

CHAPTER 12 & 13 STUDY GUIDE MARKETING DYNAMICS MARKETING DYNAMICS.

Marketing Marketing Basics Develop Effective Products and Services Price and Distribute Products Plan Promotion.

Lesson 7.3 Sales Strategies Skills & Techniques.

Chapter 8 Planning the Sales Call Is a Must!. Chapter 8 Planning the Sales Call Is a Must!

Strategic Prospecting and preparing for Sales Dialogue

Presentation transcript:

The Power of Selling

Chapter 8 The Preapproach: The Power of Preparation

Video Ride-Along The video The Pre-Approach features Tonya Murphy, general sales manager at WBEN-FM She discusses pre-approach which cannot be done in one specific way She explains the importance of the “I know statement” To view the video, click here

Chapter Objectives Explain how to research a qualified prospect and list resources to conduct prospect research. Understand how to identify needs and opportunities. Learn how to set SMART precall objectives. Discuss key elements of presentation preparation.

Researching Your Prospect: Going Deeper Gathering information as much as possible about your prospect demonstrates personal commitment and boosts your credibility Research plays a crucial role in both target account and key account It is important to use a precall planning worksheet when you are contacting your new or existing customers

Figure 8.1 - Precall Planning Worksheet

Going Deeper with the Fundamentals: What You’ll Want to Know About the company Demographics Company news Financial performance About the company’s customers Customer demographics Size of customer base What customers are saying about your prospect

Going Deeper with the Fundamentals: What You’ll Want to Know About the current buying situation Type of purchase Competitor/current provider Current pricing

Going Deeper with the Fundamentals: What You’ll Want to Know About the contact person Title and role in the company Professional background Personal information Essential problem(s) your contact needs to solve Motivation for buying

Going Deeper with the Fundamentals: What You’ll Want to Know About your existing customers Opportunities to expand the relationship Opportunities for synergy Item number: 97195610

Preparation Is Essential The video Pre-approach features Priya Masih, sales representative at Lupin Pharmaceuticals Priya Masih talks about the importance of preparation before a sales call According to Priya Masih, being prepared allows you to make an impact and a strong first impression on your client To view the video, click here http://www.youtube.com/watch?v=IY1ObVnOlzg Source: YouTube

Sources of Information Online searches Business directories Publicly available contracts Trade journals Blogs, social networks, and online forums Professional organizations

Table 8.1 – Benefit Statements Examples

Determine Your Objectives Setting precall objectives is strategically important before your sales call Precall objectives: Goals that are determined for the sales call before the call is made

Figure 8.5 – SMART Objectives

Setting SMART Objectives The video ‘How to get Better Results From Your Sales Meeting’ features Brian Conway Brian Conway discusses the importance of setting SMART objectives He further explains how setting SMART sales objectives gives a salesperson the required clarity on the process and he /she knows exactly what he/she wants to achieve To view the video, click here Source: YouTube

Figure 8.6 – Examples of SMART Objectives

Four Ps of Presentation Preparation Prioritize your agenda Personalize it Prepare illustrations Practice