1. 4.09 Pre-Sale Activities

2. 2 Phrases to Live By In business, nothing happens until a sale is made In business, nothing happens until a sale is made Sell the sizzle, not the steak Sell the sizzle, not the steak

3. Personal Selling in SEM Tickets (Season Tickets, Group Sales) Tickets (Season Tickets, Group Sales) Premium Tickets/Luxury Boxes Premium Tickets/Luxury Boxes Sponsorships Sponsorships

4. Contacting Season Ticket Holders Use direct mail Use direct mail Keep materials consistent Keep materials consistent Ensures that customers know material is from same organization Ensures that customers know material is from same organization

5. Preparing for a Sales Presentation Know the customer Know the customer Review current trade periodicals Review current trade periodicals Qualify leads Qualify leads

6. Writing a Sales Script Script: jogs memory during presentation Script: jogs memory during presentation Language Language Positive Positive Precise Precise Pertinent Pertinent

7. What to Know About Customers Develop a customer profile Develop a customer profile Previous buying history Previous buying history Company status Company status Decision-making ability Decision-making ability

8. Preparation for Sales Presentations Be dressed appropriately Be dressed appropriately Arrive early Arrive early Be prepared Be prepared Be confident and enthusiastic Be confident and enthusiastic

9. Sales Approach Customer-benefit: showing prospective customer how the product benefits them Customer-benefit: showing prospective customer how the product benefits them Save time Save time Save money Save money New revenue New revenue