Chap08 - C h a p t e r 8 Planning the Sales Call Is a Must!...

Info iconThis preview shows pages 1–13. Sign up to view the full content.

View Full Document Right Arrow Icon

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
This is the end of the preview. Sign up to access the rest of the document.

Unformatted text preview: C h a p t e r 8 Planning the Sales Call Is a Must! Chapter 8 C h a p t e r 8 8-2 8-3 Main Topics Main Topics The Tree of Business Life: Planning Strategic Customer Sales Planning The Preapproach The Prospects Mental Steps Overview of the Selling Process 8-4 The Tree of Business Life: Planning Guided by The Golden The Golden Rule Rule : Plan how to help people solve problems and fulfill needs Plan every aspect of the sales call so you will be organized and prepared Plan to present a specific solution to each prospects unique set of problems and needs You will see that ethical service builds true relationships I T C E t h i c a l S e r v i c e Builds T r u e Relationships T T T T T T T T T T T 8-5 Begin Your Plan with Purpose Purpose The constant truth that guides your business life Directs how you approach each sales call Your purpose for any sales call should be to make a contribution to the welfare of the person. Plan to Achieve your Purpose Plan each day, and carry out your plan adjusting to circumstances as you go. At the end of each day evaluate your day to ensure a successful tomorrow. 8-6 Whats a Plan? A plan is a method of achieving an end. The foundation of your plan must be based upon the truth. 8-7 Exhibit 8-1: Only Through Truth Can Trust Be Supported to Bridge the Gap between People 8-8 Exhibit 8-2: The Preapproach Involves Planning the Sales Presentation 8-9 Strategic Customer Sales Planning The Preapproach Strategic problem solving involves Strategic needs Creative solutions Mutually beneficial agreements 8-10 Exhibit 8-3: Consultative Selling Customer Relationship Model 8-11 Strategic Customer Sales Planning The Preapproach, cont Reasons for planning the sales call Builds confidence Develops atmosphere of goodwill Reflects professionalism Generally increases sales 8-12 Exhibit 8-5: Steps in the Preapproach: Planning the Sale...
View Full Document

This note was uploaded on 02/01/2012 for the course MAR 08 taught by Professor Staff during the Spring '08 term at Youngstown State University.

Page1 / 35

Chap08 - C h a p t e r 8 Planning the Sales Call Is a Must!...

This preview shows document pages 1 - 13. Sign up to view the full document.

View Full Document Right Arrow Icon
Ask a homework question - tutors are online