1. The Importance of Preapproach Planning
The path to success: See enough of the right people at the right time
Prospecting
Preapproach

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?

3. 2. About The Buying Center
Preparation and Preapproach
2. About The Buying Center
Who is the actual decision maker?
Who influences the purchase process?
What are the backgrounds and personal interests of each person involved?
Can we help this company’s staff develop additional expertise?
Does anyone in my company know anyone in their company?

4. 3. Other things to consider:
Preparation and Preapproach
3. 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?

5. Ten Buyer Questions What are you selling? Why do I need it?
Who is your company?
How much will it cost?
Who else is using it and are they satisfied?
What kind of person are you?
Is your price truly competitive?
How does your solution compare to other alternatives?
Why do I need it now?
What is your record for support and service?

6. Building Your Self-Confidence
Having a plan and knowing the customer bolsters your self-confidence
Enhance your perceived value
Don’t knock the competition
Be prompt; be polite; keep your promises
Plan ahead - don’t leave anything to chance
Write a note of thanks

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

8. Telephone Techniques Most annoying voice characteristics:
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 complaining 44.0%
2. High pitched or loud tone 28.0%
3. Mumblers %
4. Too fast or too weak %
5. Monotone voice %
6. Strong accent %

9. Key strategy points to consider:
Telephone Techniques
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)

10. The Six-Step Telephone Track
Step 1 - Introduce yourself and your company
A judgement will be made about you within 10 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.

11. Step 3 - State the purpose of the call
The Six-Step Telephone Track
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
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

12. Step 6 - Overcome resistance
The Six-Step Telephone Track
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

13. Your Turn
Prepare your script according to the six steps outlined Practice a ‘telephone call’
Record the call (working with your partner)
All need to complete