1. Chapter 6 Appointments and Planning the Presentation

2. Customer-Focused Sales Dialogue Throughout the process, the selling strategy must focus on customer needs and how the customer defines value. Sales Presentations Need Discovery Follow-Up; Build More Value Sales Calls Customer-Focused Sales Dialogue Sales dialogue occurs over time and includes sales calls and other forms of buyer-seller communication.

3. Linking Solutions to Needs  How the buyer’s needs will be met or how an opportunity can be realized as a result of a purchase.  How the product/service features translate, in a functional sense, into benefits for the buyer.  Why the buyer should purchase from the salesperson as opposed to a competitive salesperson.  If you talk with your prospect about the things that concern him/her, you’ll always have an attentive listener Salespeople should strive to communicate to the buyer...

4. Getting the Appointment  Experienced sales representatives try to schedule appointments in advance  Appointments are efficient  Appointments allow customers to see salespeople at their convenience, and to prepare for such meetings if necessary

5. Important Pre-Approach Information (from previous chapter(s)) Examples include:  Client name and pronunciation  Risk/type of buying situation  Communication style/profile of the buyer (may not be able to assess till several visits)  What is the market position of the company  Major competitor(s) of the company  Industry condition/intelligence  Challenges the organization may be facing  Company characteristics – size, division, decision makers, etc.

6. Setting the Appointment  Most commonly used methods: Telephone In-person calls Letters Email Third party introductions What are the Strengths and weaknesses of each method?

7. Third Party Referral  Third party referral is an extension of the referral technique of prospecting  The satisfied customer may be asked not only to supply names of prospects but also to write a note introducing you to that prospect  This technique is particularly effective in industrial (B2B) situations

8. Types of Sales Presentations Canned Presentation Organized Presentation Written Proposal Little training is required; inflexible/not customizable; difficult to build trust Extensive training is required; customizable; interactive; fosters trust Some training is required; customizable while being written but not once delivered; may be perceived as more credible

9. Canned Presentations  Include Scripted sales calls Memorized presentations Automated presentations  Should be tested for effectiveness  Must assume buyers’ needs are the same Hello ___, My name is _____. I want to tell you about...

10. Written Presentations  The proposal is a complete self-contained sales presentation  Customer may receive proposal and a follow- up call to explain and clarify the proposal.  Thorough assessment should take place before a customized proposal is written  Common parts to written proposals include: Executive Summary Customers needs and proposed solution Seller profile Pricing and Sales Agreement Implementation and timetable

11. Organized Sales Dialogues and Presentations  Addresses individual customer and different selling situations.  Allow flexibility to adapt to buyer feedback  Most frequently used format for sales professionals

12. Sales Dialogue and Presentation Template (Exhibit 6.4) Section 1:Prospect Information Section 2:Customer Value Proposition Section 3:Sales Call Objective Section 4:Linking Buying Motives, Benefits, Support Information and Reinforcement Method

13. Sales Dialogue and Presentation Template Section 5:Competitive Situation Section 6:Beginning the Sales Dialogue Section 7:Anticipate Questions and Objections Section 8:Earn Prospect Commitment Section 9:Build Value through Follow-up Action

14. Establishing Sales Call Objectives 2. Minimum objectives (lowest acceptable outcome) 2. Minimum objectives (lowest acceptable outcome) 3. Optimal objectives (best possible outcome) 3. Optimal objectives (best possible outcome) 1. Primary objectives (targeted outcome) 1. Primary objectives (targeted outcome) Establishing Sales Call Objectives Establishing Sales Call Objectives

15. Establishing Sales Call Objectives Use “S M A R T” steps to set sales objectives: Specific: Establish a specific, major objective for the sales call. Measurable: Ensure that your major objective is measurable or quantifiable, e.g., a certain number of units or dollar sales volume. Achievable: Make sure the goals you set are realistic and achievable. Relational: Always try to develop a long-term relationship with the prospect even if the major objective on this sales call is not achieved. Why? Temporal: If you can, establish with the prospect a specific timeframe for achieving the major objective.

16. Common Sales Calls Objectives Ultimately, most sales calls should achieve one or more of three overall objectives: 1.Generate sales: Sell particular products to target customers on designated sales calls 2. Develop the market: Lay the groundwork for generating new business by educating customers and gaining visibility with prospective buyers 3. Protect the market: Learn competitors’ strategies and tactics and protect relationships with current customers

17. Approaching the Customer - Sales Presentation Strategy  Three approaches: Non-product Approach Consumer-Directed Approaches Product-related Approaches

18. Non-Product Related Approaches Dramatic act Free gift or sample Mutual acquaintance or reference Mutual acquaintance or reference Self-introduction Non-Product Related Approaches Non-Product Related Approaches

19. Consumer-Directed Approaches Question Survey Compliment or praise Compliment or praise Consumer-Directed Approaches Consumer-Directed Approaches

20. Product-Related Approaches Product demonstration Product demonstration Product or Ingredient Product or Ingredient Product-Related Approaches Product-Related Approaches

21. First Impressions  Ask for permission to sit  Never clutter the prospect’s desk without asking for permission  Watch the tone of your voice  Always be courteous but not overly friendly or pushy  Never be presumptuous

22. Video Analysis

23. Video Clips Look for the following:  Relationships  Buying situation  Approaches to selling and leading-off  Product Considerations Knowledge Industry  Ethical considerations  Transition question(s)  Implication questions and Questioning Systems