Perform pre-sales activities to facilitate sales presentation 4.09

SALES METHODOLOGIES Sales process used to generate revenue Methodologies include: – Personal Selling – Telemarketing – Direct Mail

PERSONAL SELLING Direct communication to inform and persuade customers to make purchase decisions Determines client needs and responds through planned, personalized communication – Face to face

PERSONAL SELLING First Impressions are very important – Difficult to change – Dress, Language, Appearance, Professionalism

TELEMARKETING Solicit customers to buy products over the phone Language and Professionalism very important “Pre-call Planning” – Learn more about the customer before calling! – Product knowledge very important

Direct Mail – – Social Media Often used in sports to reach individual season ticket holders. – Customer contact info is already on file

PREPARING A SALES PRESENTATION 1.Determine and Prepare Sales Materials 2.Create a Customer Profile 3.Create a Sales Script 4.The Approach

Sales Materials Sources of information used during the sales presentation. – Brochures – Team Schedules – Team Tickets – Ticket Applications All materials should identify the organization Determine the number or size of the audience before the presentation

CUSTOMER PROFILE Provides: – Characteristics/Demographics – Previous Purchases – Contact information Importance: – Personalized approach – Easier to determine customer needs

THE SALES SCRIPT Pre-planned for use during presentation or call – Keeps presentation moving – Covers important selling points “Jogs” memory Make sure language is – POSITIVE – PRECISE (short) – PERTINENT (Meaningful to the customer) Help the customer understand what you are saying

The Approach The first encounter with the customer – Should be positive, and create interest – Prepared in advance – Question to gain information Types: – Greeting Focus on introduction “My name is ______, how are you today?” – Customer-Benefit Focus on product and benefits to customer “Would you like to save some money today?” – Service Focus on Getting to the point “How may I help you today?”