1. Perform pre-sales activities to facilitate sales presentation
4.10
Perform pre-sales activities to facilitate sales presentation

2. ESTABLISH RELATIONSHIP with clients/customers/fans

3. ESTABLISHING A GOOD RELATIONSHIP
WHY?
Customers/fans have LONG-TERM LOYALTY
Supportive even with controversy or a losing season
HOW?
BUILD EMOTIONAL CONNECTIONS with customers
Spectators driven by the emotions and experiences
Influenced by tradition, attitude, and team performance
Provide customers/fans with what they want and expect
Treat them fairly

4. STEPS to EFFECTIVE SALES OPENINGS
You only have 1 chance to make a first impression!
KNOW your customer before initial contact
RESEARCH their company website
Have a PLANED AGENDA to discuss
DON’T call without preparing what to say
CUSTOMIZE the sales script
Don’t read a general script for each customer
ASK OPEN-ENDED QUESTIONS
Find out what customer needs/wants
CLOSING LINE: Ask for the SALE!
Be a GOOD LISTENER

5. SELL TICKETS

6. EFFECTIVE WAYS TO SELL TICKETS
GOAL: Sell-Out your event to make MONEY
If you don’t make up the costs of the event-LOSE MONEY
LOTTERY:
Use: DEMAND IS HIGHER THAN THE AVAILABLE SUPPLY
A drawing in which people are given equal chance to win
Word of Mouth
“EARLY BIRD PRICING”
Earlier you buy the ticket, the lower the price
Sell ONLINE