Ch_8_PP_5th_Edition

Ch_8_PP_5th_Edition - Preapproach and Telephone Techniques...

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1 Learning Objectives: Recognize the importance of the preapproach in the sales cycle. Learn the objectives of the preapproach and the planning needed to make it effective. Study how to prepare for an effective preapproach. Understand how the preapproach fits into the sales cycle as an extension of prospecting. Discover effective methods for making telephone calls that are successful in leading to presentations. Understand the six-step telephone track and how Preapproach and Telephone Techniques CHAPTER 8 CHAPTER 8
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2 The Importance of Preapproach Planning The path to success: See enough of the right people at the right time Four phases of the sales process that can overlap and turn a lead into qualified prospect: 1. Prospecting 2. Preapproach 3. Approach 4. Need Discovery
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3 The Sales Cycle Lead Qualified Prospect Need Discovery Approach Preapproach Prospecting A continuing process that works together to turn a lead into a qualified prospect.
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4 The PREAPPROACH is… Allows you to be less mechanical and more thoughtful Allows you to anticipate problems and plan ways to handle them Steps in Preapproach Planning Analyze prospecting information Plan specifically for each sales call Go over and rehearse your presentation Study product and sales literature Preapproach Basics …the planning planning and preparation preparation done prior to the actual contact with the prospect
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5 The Extent of the Preapproach The extent of the preapproach will vary with industry, client, number of accounts, and familiarity.
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Preparation and Preapproach Develop a checklist of sales essentials : 1. About the Company What business is the company in? What are its products and markets?
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This note was uploaded on 12/03/2008 for the course MKT 363 taught by Professor Bingham during the Fall '08 term at Bryant.

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Ch_8_PP_5th_Edition - Preapproach and Telephone Techniques...

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