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1. Planning the Presentation and Approaching the Customer Module Six
2. Improving Relationships Through Pre-Call Planning An Experts Viewpoint:
3. Improving Relationships Through Pre-Call Planning An Experts Viewpoint:
4. Types of Sales Presentations
5. The Trust-based Selling Process: A Needs-Satisfaction Consultative Model
6. Proposal Writing Not writing a proposal.
Not fully understanding the customers business.
Missing the buyers submission deadline.
Producing a proposal with little drive-up appeal.
7. Proposal Writing Not saying anything that really makes a difference.
Using a standardized boilerplate approach.
No one owning the responsibility or having authority to create quality and effective proposals.
8. Components of a Written Proposal Executive Summary
Needs and Benefits Analysis
Company Description
Pricing and Sales Agreement
Suggested Action and Timetable
9. Twelve Simple Rules for Writing
10. Twelve Simple Rules for Writing
11. Twelve Simple Rules for Writing
12. Twelve Simple Rules for Writing
13. Twelve Simple Rules for Writing
14. Twelve Simple Rules for Writing
15. Sales Presentation Checklist Prospect Information
Needs and/or Opportunity Analysis
Prospects Buying Motives
Competitive Situation
Sales Presentation Objectives
Sales Presentation Planning
16. Introduction
Need discovery use questions, careful listening, and confirmation statements to uncover explicit needs
Present benefits addressing buyers explicit needs Sequence of the Sales Presentation
17. Continuation of prior sales calls should start with a summary of earlier calls
Pricing issues should not be focused on until the customers needs have been defined and addressed Sequence of the Sales Presentation
18. Sales Mix Model
19. Approaching the Customer: Getting the Appointment
20. Approaching the Customer: Starting the Sales Call Introductory Approach
Product Approach
Benefit Approach
Question Approach
Referral Approach
Compliment Approach
Survey Approach
21. Discovering Needs ssessment Questions
