MARK 3337 Study Guide - Midterm Guide: Iceberg, Neutral Party, Facial Expression
1 May 2016
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Developing a presale presentation plan to meet objectives. Coming in prepared increases your value as a resource. Involves making good impression, securing attention, developing interest. Social contact (building rapport during the first few minutes) Establish rapport and begin building relationship with customer. Obtain personal and business information to establish the customer"s file. Provide value justification in terms of cost reduction and increased revenues. Ex: compare and contrast the features of a truck fleet lease plan with a fleet purchase plan. Determine the role of each decision maker and their amount of influence. Discover any silent team members (people not at the meeting, but have say in the decision) Credibility is an impression people form about you. Do not erode your credibility by arriving late, staying too long, or not following up. Credibility grows when customer realizes you are competent and add value. Slowly repeat your phone number and state any referrals. First few minutes are key in first impressions.
