PS_Ch07 cont

PS_Ch07 cont - Criteria for Effective Objectives All...

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All objectives should be: Specific Realistic Measurable Set objectives that require a buyer’s response SMART Specific Measurable Achievable Realistic Time-based 8-1 Criteria for Effective Objectives McGraw-Hill/Irwin
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Setting Objectives Primary- most important Minimum- easy to accomplish Visionary- to set up future calls Secondary Multi-Call Sales Objectives
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Making Appointments The right person, the decision maker! The right time (Shoot for 15 minute appt) The right place
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Gatekeepers Valuable source of information Can help identify: Who to talk to What to talk to prospects about When to talk to prospects Where best to meet with prospects How best to approach prospect Treat gatekeepers as a valuable resource rather than a barrier to sales May be able to send them “seed” information
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Contacting by Phone Introduce yourself and your company Plan your call, with notes or guide
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PS_Ch07 cont - Criteria for Effective Objectives All...

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