1. Essential Elements of the Sales Call
Making a Good Impression
Identifying or reiterating needs
Offering the solution to the buyers needs
Build Credibility and Trust
Prepare for the meeting (chp. 7)
Set Call Objectives
(chp. 7)
Openings (chp. 8)
Identify the Prospect’s needs (chp. 9)
Sell Benefits
(chp. 8)
Offer proof
(chp. 9)
Address Objections Completely
(chp. 10 & 12)
Closing the sale
(chp. 11)
Assess the buyer’s reactions and make adjustments - ADAPT!

2. Planning Checklist
Educate yourself about your company and products. Is there any additional information you need?
What do you know about the customer?
What do you need or want to know?
Based on the information you have, develop your call objective(s) (chp. 8)

3. Planning (continued)
Plan several openings that you may choose to use for your meeting (chp. 9).
Develop a list of questions to help you identify the Prospect’s needs (chp. 9).
Complete the Benefits Worksheet (chp. 9 & 10).
Anticipate possible objections and prepare responses – The objections worksheet will help you get started.
Review Buying signals and plan closing technique – Complete the Closing worksheet.

4. Benefits Worksheet Anticipate possible buying motives/ conditions
You indicated that you wanted…
Feature
We offer…
Benefit
Which means to you…
Proof Device
As you can see…
Confirmation Question
What do you think?
Banquet-style lunch
Award-winning chef, Ricardo Guido and a menu with a variety a choices.
We can offer food choices to satisfy most attendees and they will enjoy award-winning, delicious food.
Article about Chef Guido’s award.
Copy of our menu.
Photo of banquet setup.
Sample of one of the chicken dishes.
Do you think this would satisfy the conference participants?
Stay under a $4800 budget.
Different levels of service that can accommodate all budgets. We have experience handling events at all budget levels.
You can stay under budget, while still giving your conference attendees an enjoyable event.
Proposal showing services to be provided with associated prices and final price.
As you can see in the proposal, we have included all of the primary services you required and we have stayed within your budget.

5. Anticipated Customer Objection
Objections Worksheet
Anticipated Customer Objection
Type of Objection
Possible Response
I would like to take a day or two to look over your proposal.
Time
Standing Room Only
I understand, but as you can see from our schedule of events, this is a very busy time for us. I would hate for you to decide to have your conference here, and us to have already committed the facilities you need to another party.
The price is too high.
Price
Indirect Denial
As you know, our facilities and staff can provide your attendees with a wonderful experience. I’ve shown you that we offer superior food service (indicate chef’s award), and outstanding amenities (indicate photo or list of amenities) that other hotels can’t offer. If other hotels offer you a lower price, the facilities, services, and food will likely be at a lower quality and your attendees will recognize that.

6. Verbal and Nonverbal Closing Cues
Closing Worksheet
Verbal and Nonverbal Closing Cues
Method of Closing
What you will say
Agreement with each benefit and trial closes after objections.
Benefit Summary
Let me review what we have discussed…Accordingly, we have covered all of your needs and I think your conference attendees will be very happy with their experience here. If I can get your signature then we can get the information in our system and you can begin notifying your membership.
Agreement with all benefits but will not under any circumstances go over budget.
Special Concession
I understand you may be cautious because you haven’t done business with us before. So, how about if I give you the equipment for your meeting rooms free of charge and upgrade two of your guest rooms to our luxurious two-room suites (show picture of suite).