1. 9-1 The Power of Selling

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

3. 9-3 Video Ride-Along The video The First 15 Seconds features Tonya Murphy, General Sales Manager at Radio Station WBEN-FM Tonya Murphy discusses the importance of the first few seconds of a client meeting, which are crucial in terms of building your first impression and helping the client make a quick decision To view the video, click hereclick here

4. 9-4 Chapter Objectives Understand the role of first impressions and the importance of a strong approach. Understand how to make contact with your prospect. Describe the different types of sales approaches. Identify how to overcome barriers to success in getting an appointment. Learn how to prepare an elevator pitch for your brand.

5. 9-5 First Things First Sales approach: The point at which you make contact with the customer During your first meeting with the customer, your sales approach won’t be successful unless you make a good first impression

6. 9-6 First Things First First impressions are formed quickly, difficult to change, and can have a lasting effect The buying decision starts with the sales approach and is, therefore, the most intimidating point of the sales process

7. 9-7 The Six Cs of the Sales Approach Confidence Credibility Contact Communication Customization Collaboration

8. 9-8 Dress the Part Appearance is an important part of the first impression – Dress appropriately and professionally Rule of thumb – Dress better than you think your customer will dress Keep in mind your customer and his company culture Item number: 77006628

9. 9-9 During Every Sales Approach Standards that apply to every selling decision – Get the customer’s name right – Listen to the customer – Be ready with your elevator pitch http://www.youtube.com/watch?v=KMFFZ0lj41I&feature=related http://www.youtube.com/watch?v=yR-Z1Krro_4&feature=related http://www.youtube.com/watch?v=vAvErchnM_w&feature=related http://www.youtube.com/watch?v=fG7-wHfPUUI&feature=related

10. 9-10 Listening Power The video Listening Power features Brian Tracy Brian Tracy explains why the person who asks questions has more control To view the video, click hereclick here

11. 9-11 The 70/30 Rule of Listening The podcast features Shane Gibson He explains how he practices the 70/30 rule of listening To listen to the podcast, click hereclick here Source: SalesVideoPodcast.com

12. 9-12 Listening 2.0 Podcast The podcast features Shane Gibson Shane Gibson discusses effective ways to listen before you speak online To listen to the podcast, click hereclick here Source: ClosingBigger.net

13. 9-13 Approaching by Telephone Mention your name and the purpose of your call in the first twenty seconds Prepare a script for your opening statement Do ask “is this a good time?” Don’t start off by asking, “how are you today?” Don’t launch into prolonged explanations Leave a voice mail message

14. 9-14 The Perfect Telephone Approach The video Sales Call -What to Do #1 demonstrates how to make a sales call that results in an appointment To view the video, click hereclick here Source: YouTube

15. 9-15 Effective Voice Mail Messages The video How to Leave a Voice Mail That Works discusses the elements of an effective voice mail message To view the video, click hereclick here Source: YouTube

16. 9-16 Approaching by E-mail Write a number of e-mails in different styles and tones Send a well-written e-mail Follow up persistently Don’t send e-mails that look like templates

17. 9-17 Approaching through Online Social Networks Make a comment when you add a prospect as a new friend Aim for quality over quantity Contribute to the community Don’t use sloppy language Don’t make a sales pitch

18. 9-18 How to Make Your Approach on a Social Network The video, Business TV: Use LinkedIn to sell at internet speed demonstrates how to make an effective sales approach To view the video, click hereclick here

19. 9-19 Approaching Your B2B Contact in Person Use a strong, attention-grabbing opener To balance small talk with business, take your lead from the prospect or customer Don’t use opening lines that send the wrong message Use a sincere and personal approach

20. 9-20 Approaching a B2C Contact in Person Talk to your customer Treat your customer like a guest Don’t ask “can i help you?” Don’t put any pressure on your customer Don’t prejudge a customer

21. 9-21 Turning a Contact into a Sales Call Transition from the approach into the sales presentation depends on the selling situation – B2B or B2C Understanding your working environment is very important

22. 9-22 Types of Sales Approach Question approach: Opening a sales call with questions that will engage your prospect in a dialogue Product approach: Opening a sales presentation with a product demonstration Referral approach: Mentioning an existing customer relationship to build credibility and trust at the beginning of your sales call

23. 9-23 Types of Sales Approach Customer benefit approach: Opening the sales call by directing your prospect’s attention to a specific benefit of your product or service Survey approach: Opening a sales call with a survey or questionnaire to better determine customer needs and preferences Agenda approach: Sales approach in which you open your sales call by giving the customer an overview of your call agenda

24. 9-24 Types of Sales Approach Premium approach: Offering free products or samples to attract a customer and build goodwill at the opening of a sales call Combination approach: Smart salespeople use a combination of approaches and shift from one approach to another very smoothly

25. 9-25 Getting Past the Gatekeepers Gatekeeper: The secretary or assistant whose job it is to screen calls or “guard” the entrance to an executive’s office Salespeople consider gatekeepers as an obstacle to meeting the prospects

26. 9-26 Getting Past the Gatekeepers Gatekeepers are an integral part of the selling relationship: – They have valuable knowledge about the internal workings of an organization – They are familiar with their boss’s schedule – They have a significant say in allowing outsiders to see their boss – They can determine how outsiders are represented to their boss – They often influence the first impression

27. 9-27 Getting Past the Gatekeepers How to deal with the gatekeepers? – Think from the gatekeeper’s perspective – Give them the information they ask for when they want it – Show that your call would be worth his boss’s time – Learn the gatekeeper’s name, and be friendly – If you treat gatekeepers well, they might give you all the information you want – For extra helpful gatekeepers, you can send a note or small thank-you gift