MKT 340 Lecture Notes - Lecture 7: Paradigm Shift, Telephone Number
31 May 2018
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I. Planning the Sales Call
Why plan? 1. To increase productivity 2. To not waste time
Obtaining Precall Information:
Pieces of information to obtain: 1. Name 2. Address 3. Telephone number 4.
Occupation 5. Income (approximate) 6. Family Status
Optional Additional Info: interest/hobbies, put them in a search engine (an
excellent sales agent may never use the fact, but it makes them smarter. If they
do use it, it’s to ake a poit
Call Objectives—Visionary (exceeds expectations), Primary (equals expectations),
Minimum (least you can walk away with)
Paradigm shift: humans have a comfort zone, and we never stray more than 10%
from that comfort zone—it’s the role of a sales aager to shift ofort
zones up.
II. Stage One—Discovery Meeting (first time you meet someone)
15-20 minutes in legth. Make to proises: . Do’t tr to sell athig iitiall .
Do’t sta loger tha iutes uless ou the liet ask ou to.
Purposes: 1. Is there a need? . Is it a sigle eed or ultiple eeds? . What’s the
next step?
Components of the Meeting:
Introduction:
Standard/Normal Introduction: give your (agent) name and company
name
Referral Introduction: name, company, and referring source
Rapport:
• Lookig for the fried i the perso ou’re talkig to
• Tr to hae the first eetig i the perso’s offie so that ou a ake
oersatio fro the perso’s alls or desk.
• Rules of uildig rapport: . Ol uild rapport sierel . Uder o
conditions do you build rapport on religion, politics, or sex. 3. Some
people are too good at it—if the time is slipping away, find a way to get
out of the rapport to move onto the next stage
Personal Mission Statement: benefit statement of what you do for a living
I’ i the usiess of…. Or I assist liets ith followed with the features
then the benefits.
Feature is something inherent to the product or service. Benefit is what the
feature does.
Survey: series of closed ended-statements to solidify if there is a need (to find
the people that will not be your client)
Closed-ended questions should answer: strongly agree, agree, neutral,
disagree, strongly disagree
• Whe the sure is opleted, ou deterie if they will have a need
for your product? If no, you destroy the business part of the relationship.
find more resources at oneclass.com
find more resources at oneclass.com
Document Summary
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