4 10 Perform presales activities to facilitate sales

  • Slides: 7
Download presentation
4. 10 Perform pre-sales activities to facilitate sales presentation

4. 10 Perform pre-sales activities to facilitate sales presentation

ESTABLISH RELATIONSHIP with clients/customers/fans

ESTABLISH RELATIONSHIP with clients/customers/fans

ESTABLISHING A GOOD RELATIONSHIP • WHY? – Customers/fans have LONG-TERM LOYALTY • Supportive even

ESTABLISHING A GOOD RELATIONSHIP • WHY? – Customers/fans have LONG-TERM LOYALTY • Supportive even with controversy or a losing season • HOW? – BUILD EMOTIONAL CONNECTIONS with customers • Spectators driven by the emotions and experiences – Influenced by tradition, attitude, and team performance – Provide customers/fans with what they want and expect – Treat them fairly

STEPS to EFFECTIVE SALES OPENINGS You only have 1 chance to make a first

STEPS to EFFECTIVE SALES OPENINGS You only have 1 chance to make a first impression! 1. KNOW your customer before initial contact – RESEARCH their company website 2. Have a PLANED AGENDA to discuss – DON’T call without preparing what to say 3. CUSTOMIZE the sales script – Don’t read a general script for each customer 4. ASK OPEN-ENDED QUESTIONS – Find out what customer needs/wants 5. CLOSING LINE: Ask for the SALE! 6. Be a GOOD LISTENER

SELL TICKETS

SELL TICKETS

EFFECTIVE WAYS TO SELL TICKETS GOAL: Sell-Out your event to make MONEY If you

EFFECTIVE WAYS TO SELL TICKETS GOAL: Sell-Out your event to make MONEY If you don’t make up the costs of the event-LOSE MONEY • LOTTERY: – Use: DEMAND IS HIGHER THAN THE AVAILABLE SUPPLY – A drawing in which people are given equal chance to win • Word of Mouth • “EARLY BIRD PRICING” – Earlier you buy the ticket, the lower the price • Sell ONLINE

“You Do” With a partner, you will create two scripts for building a good

“You Do” With a partner, you will create two scripts for building a good relationship with a customer on the first contact using the steps from the notes for the following two scenarios: • Get a celebrity to endorse your product • Selling season tickets for a professional team 1. Write the two scripts to be turned in for a grade – One person is the customer, the other is the salesperson 2. Perform your role play in class