4          Planning the Sales Call

 

Glenda at Houghton Mifflin

A.  Importance of Planning the Sales Call

                Sales Call Focus

Improving Effectiveness and Efficiency

Preparing for Customer Reaction

Enhancing Self Confidence and Professionalism

Strategies

Avoiding Errors

                Sales call planning increases in importance when:

 

 

B.  Six Steps to Pre-Approach Success

                1.  Prepare the prospect for the initial sales call

                                Seeding

 

 

                2.  Sell the Sales Call

 

 

 

 

                                Table 4.2

 

 

                3.  Gather and Analyze all Relevant Info

 

 

 

                                Table 4.3

 

               

                4.  I.D. the Prospects Problems and Needs

 

                                The SPIN Approach

 

 

 

 

 

                5.  Choose the Best Sales Presentation

 

 

 

   6.  Rehearse

 

 

C.  Sales Stage Fright

                What is SCA?

 

                What are SCA’s four components?

 

               

                What are some kinds of Sales Call Reluctance?

 

 

 

                How can you overcome Sales Call Reluctance?

 

D.  Approaching the Prospect

                1.  Non-Product Related Approaches

 

 

 

                2.  Piquing Interest Approaches

 

 

 

 

                3.  Consumer-Directing Approaches

 

 

 

               

                4.  Product-Related Approaches

 

 

 

 

E.  Greeting the Prospect

                1.  Mood

 

2.  Facial Expression

 

3.  Proper Body Posture

 

4.  Shaking Hands

 

                Table 4.6

 

5.  Presenting Your Business Card

 

F.  Interaction with the Receptionist

 

 

G.  Improving One’s Self Image