1. The Power of Selling

2. Chapter 8 The Preapproach: The Power of Preparation

3. Video Ride-Along
The video The Pre-Approach features Tonya Murphy, general sales manager at WBEN-FM
She discusses pre-approach which cannot be done in one specific way
She explains the importance of the “I know statement”
To view the video, click here

4. Chapter Objectives
Explain how to research a qualified prospect and list resources to conduct prospect research.
Understand how to identify needs and opportunities.
Learn how to set SMART precall objectives.
Discuss key elements of presentation preparation.

5. Researching Your Prospect: Going Deeper
Gathering information as much as possible about your prospect demonstrates personal commitment and boosts your credibility
Research plays a crucial role in both target account and key account
It is important to use a precall planning worksheet when you are contacting your new or existing customers

6. Figure 8.1 - Precall Planning Worksheet

7. Going Deeper with the Fundamentals: What You’ll Want to Know
About the company
Demographics
Company news
Financial performance
About the company’s customers
Customer demographics
Size of customer base
What customers are saying about your prospect

8. Going Deeper with the Fundamentals: What You’ll Want to Know
About the current buying situation
Type of purchase
Competitor/current provider
Current pricing

9. Going Deeper with the Fundamentals: What You’ll Want to Know
About the contact person
Title and role in the company
Professional background
Personal information
Essential problem(s) your contact needs to solve
Motivation for buying

10. Going Deeper with the Fundamentals: What You’ll Want to Know
About your existing customers
Opportunities to expand the relationship
Opportunities for synergy
Item number:

11. Preparation Is Essential
The video Pre-approach features Priya Masih, sales representative at Lupin Pharmaceuticals
Priya Masih talks about the importance of preparation before a sales call
According to Priya Masih, being prepared allows you to make an impact and a strong first impression on your client
To view the video, click here
Source: YouTube

12. Sources of Information
Online searches
Business directories
Publicly available contracts
Trade journals
Blogs, social networks, and online forums
Professional organizations

13. Table 8.1 – Benefit Statements Examples

14. Determine Your Objectives
Setting precall objectives is strategically important before your sales call
Precall objectives: Goals that are determined for the sales call before the call is made

15. Figure 8.5 – SMART Objectives

16. Setting SMART Objectives
The video ‘How to get Better Results From Your Sales Meeting’ features Brian Conway
Brian Conway discusses the importance of setting SMART objectives
He further explains how setting SMART sales objectives gives a salesperson the required clarity on the process and he /she knows exactly what he/she wants to achieve
To view the video, click here
Source: YouTube

17. Figure 8.6 – Examples of SMART Objectives

18. Four Ps of Presentation Preparation
Prioritize your agenda
Personalize it
Prepare illustrations
Practice