Prepare for the
Presentation
Visualize
Successful
Selling
Learn How to Best
Approach the Prospect
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o
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Set sales call objectives
Rehearse
Practice demonstrations
o
Mental toughening - visualize the
meeting over and over with a
successful outcome.
Practice out loud. Role play.
o
Style analysis
o
Sources of Preapproach Information
Six
Proven
Sources
1.
2.
3.
4.
5.
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Some things
to look for
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Direct questions: prospect
Other company salespeople
Current customers
Local newspaper
Personal visit / cold call
Mergers
Personnel changes
Changing product lines
Advertising plans
TV and magazine ads
Sales training
Ten Buyer Questions
o
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Be ready to
answer
o
o
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FURTHER QUALIFYING
THE PROSPECT
o
o
What are you selling?
Why do I need it?
Who is your company?
How much will it cost?
Who else I using it and are they
satisfied?
What kind of person are you?
Is your price truly competitive?
How does your solution compare to
other alternatives?
Why do I need it now?
What is your record for support and
service?
Ask more questions during the
approach
Most prospects answer freely