CHAPTER 11
PREPARING FOR AN
EFFECTIVE
PRESENTATION
Call Objective
Each interview should have a specific objective
o
The Call Objective
is dictated by
o
o
How much information about the prospect is
available
The type of product or service you are selling
Other factors unique to your own business and
that of the prospect.
Survey call
o
Establish rapport and gather information
o
Initial call
meet decision makers
uncover buying motives
o
Proposal call
o
o
Presentation
Handle objections
Trial close
Closing call
o
Get the order
Calling on Regular
Customers
o
Try to provide new money making ideas
Don't give the same presentation over and over
o
o