Slide 1Planning the Sales Call Is a Must!Slide 3Main TopicsThe Tree of Business Life: PlanningExhibit 8-1: Only Through Truth Can Trust Be Supported to Bridge the Gap between PeopleOnly Through Truth Can Trust Be Supported to Bridge the Gap between PeopleExhibit 8-2: The Preapproach Involves Planning the Sales PresentationStrategic Customer Sales Planning–The PreapproachExhibit 8-3: Consultative Selling–Customer Relationship ModelStrategic Customer Sales Planning–The Preapproach, cont…Exhibit 8-5: Steps in the Preapproach: Planning the SaleStrategic Customer Sales Planning–the Preapproach, cont…Strategic Customer Sales Planning - The Preapproach, cont…Strategic Customer Sales Planning–Customer Profile Provides InsightExhibit 8-6: Information Used in a Profile and for PlanningCustomer Benefit Plan: What It’s All About!Exhibit 8-7: Examples of Topics Contained in the Marketing Plan Segment of Your Sales PresentationExhibit 8-8: Examples of Topics Contained in the Business Proposition Segment of Your Sales PresentationCustomer Benefit Plan: Develop Sales PresentationExhibit 8-9: Major Phases in Your Presentation: A Sequence of Events to Complete in Developing a Sales PresentationWhat is Left in Creating Your Sales Presentation?Before You Can Pick Your Approach You Must:In Planning a Sales Presentation, You Should Consider:Exhibit 8-10: The Prospect’s Five Mental Steps in BuyingHow Do You Obtain Someone’s Attention When You Begin Your Presentation?How Do You Keep Someone’s Interest in What You are Presenting?How Do You Build Desire for Your Product?How Do You Establish The Conviction Your Product Will Solve Needs or Problems?How Do You Know if Customer Ready to Purchase So You Can Close?Overview of the Selling ProcessExhibit 8-11a: The Selling Process and Examples of Prospect’s Mental Thoughts and QuestionsExhibit 8-11b: The Selling Process and Examples of Prospect’s Mental Thoughts and QuestionsExhibit 8-11c: The Selling Process and Examples of Prospect’s Mental Thoughts and QuestionsSummary of Major Selling Issues8-1Planning the Sales Call Is a Planning the Sales Call Is a Must!Must!Planning the Sales Call Is a Planning the Sales Call Is a Must!Must!ChapterChapter8Copyright © 2006 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/IrwinChapterChapter88-3Main TopicsMain TopicsMain TopicsMain TopicsThe Tree of Business Life: PlanningStrategic Customer Sales Planning–The PreapproachThe Prospect’s Mental StepsOverview of the Selling ProcessChapterChapter88-48-5The Tree of Business Life: PlanningGuided by The Golden The Golden RuleRule: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 prospect’s unique set of problems and needsYou will see that ethical service builds true relationshipsITCEthicalServiceBuilds T r u eRelationshipsTT TT T T TT T T T8-6Exhibit 8-1: Only Through Truth Can Trust Be Supported to Bridge the Gap between People8-68-7TRTHSELLERBUYERTRUSTOnly Through Truth Can Trust Be Supported to Bridge the Gap between People8-78-8Exhibit 8-2: The Preapproach Involves Planning the Sales Presentation8-9Strategic Customer Sales Planning–The PreapproachStrategic problem solving involvesStrategic needsCreative solutionsMutually beneficial agreements8-10Exhibit 8-3: Consultative Selling–Customer Relationship Model8-11Strategic Customer Sales Planning–The Preapproach, cont…Reasons for planning the sales callBuilds confidenceDevelops atmosphere of goodwillReflects professionalismGenerally increases sales8-12Exhibit 8-5: Steps in the Preapproach: Planning the SaleDetermine sales call objective(s)Develop/Review customer profileDevelop customer benefitsDevelop sales presentation8-13Strategic Customer Sales Planning–the Preapproach, cont…Always Have a Sales Call ObjectiveThe precall objective – have one or more!Focus and flexibilityCustomer focus your efforts on the objective when you are with the customerBe prepared to switch to another objective if neededMake the goal specificMove customer conversation toward the objectiveSet a SMART call objective8-14Strategic Customer Sales Planning - The Preapproach, cont…Always have a sales call objectiveDevelop salespresentationDevelopcustomer benefitsDevelop/Reviewcustomer profileDetermine salescall objective(s)Set a SMART call objectivepecificeasurablechievableealisticimedSMART8-15Strategic Customer Sales Planning–Customer Profile Provides InsightReview information to create customized presentationSee what customer has done in the past to determine future needsIf do not have customer profiles – get one for each customerDevelop salespresentationDevelopcustomer benefitsDevelop/Reviewcustomer profileDetermine salescall objective(s)8-16Exhibit 8-6: Information Used in a Profile and for Planning8-17Customer Benefit Plan: What It’s All About!Steps in creating the customer benefit plan:Step 1: Select FABs for product discussionStep 2: Select FABs for marketing plan discussionStep 3: Select FABs for business proposition discussionStep 4: Develop suggested purchase order based on first three stepsDevelop salespresentationDevelopcustomer benefitsDevelop/Reviewcustomer profileDetermine salescall objective(s)8-18Exhibit 8-7: Examples of Topics Contained in the Marketing Plan Segment of Your Sales Presentation8-19Exhibit 8-8: Examples of Topics Contained in the Business Proposition Segment of Your Sales Presentation8-20Customer Benefit Plan: Develop Sales PresentationWrite out all FABs for steps 1 - 3Write out suggested purchase orderNow you are ALMOST ready to create your sales presentationDevelop salespresentationDevelopcustomer benefitsDevelop/Reviewcustomer profileDetermine salescall objective(s)8-21Exhibit 8-9: Major Phases in Your Presentation: A Sequence of Events to Complete in Developing a Sales PresentationRapport-buildingUncover needsAttention, interest, transitionFeaturesAdvantagesBenefitsHow to resell (for reseller)How to use (for consumersand industrial user)What’s in it for yourcustomers?Recommend what to buy inorder to fill the needsuncovered in the presentation.Ask for the business!Do not give up!Act as a professionalLeave the door open8-22What is Left in Creating Your Sales Presentation?As shown in Exhibit 8-8 you need to create