BET430 Chapter Notes - Chapter 8: Prospect New Orleans, Stress Management, Profit Margin
16 Dec 2018
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Right to present to a prospect: the right to present a product to a prospect and earn their attention can be achieved by: Expressing a sincere desire to solve a buyer"s problem and satisfy a need. Stating or implying that your product will save money or increase the firm"s profit margin. Creative imagery: a relaxation and concentration technique that aids in stress management in which a salesperson envi sions successful coping in various sales situations. Approach techniques: include three general categories: opening with a statement, opening with a demonstration, opening with a question or questions. Purpose of statement and demonstration approaches: the statement and demonstration approach techniques have three basic objectives: to capture the attention of the prospect, to stimulate the prospect"s interest, to provide a transition into the sales presentation. Statement techniques: four statement approaches frequently used are: Introductory approach: the most common but least powerful approach; it does little to capture the prospect"s attention.
