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... Pre-Sales Plan
A. Preparing for the sales presentation
1. What you will do
PROSPECTING
Prospecting involves obtaining an appointment with the prospect and planning the sales interview prior to actually meeting with the prospect. ... A sales person must continuously look for new customers for two important reasons. To increase sales and replace customers that will be lost forever. ... Once prospects are acquired a sales person must be fully prepared. A sales person must gain information about the prospect and their company. Research on the prospect and their company is a must for any sales person. ... What you will say
KNOWLEDGE IS KEY
Salespeople need to have a firm knowledge of the features, advantages, and benefits of the product important to discuss in the sales presentation. To obtain facts, salespeople will attend formal sales training seminars and learn by being on the job. It is key for all sales staff to have the proper experience needed to sell the product. Our sales staff must be knowledgeable to be effective in their job. Knowledge increases confidence in the sales staff. A sales person must be well educated about our company, the market, and the buyer. If the seller is confident it will show in their sales presentation. ... The more knowledge a seller posses, the higher their sales. ... The sales presentation
1. ... The Sales Demonstration
PURPOSE OF THE PRESENTATION
The main objective of your presentation is to sell your product to your customer. ... Handling Sales Resistance
1. Anticipated sales resistance
OBJECTIONS
Disagreement or resistance to information or to the salesperson’s appeal is referred to as sales objection. Sales objections must be welcomed because they show the prospect is interested in you and your product. ... How you will overcome sales resistance
MEETING OBJECTIONS
No matter the type of objection, there are explicit crucial points to consider in meeting them. ... Closing Methods You Plan To Use
CLOSING TECHNIQUES
To have successful sales a salesperson must determine the prospect’s situation, understand their attitude toward the presentation, and be prepared to select instantly a closing technique based on the prospect. ... We encourage customer interaction with our sales staff. ... What Post-Sales Courtesy Contact You Will Make
Providing service after the sale is key to maintaining a healthy relationship between the salesperson and the customer. ... Furthermore, contingency plans are mentally prepared should the planned sales presentation need to be abandoned. ...
· Be enthusiastic and positive throughout the interview
· Always smile
· Do not apologize for taking the prospect’s time
· Do not imply that you were just passing by and that the sales call was not planned
C. Description of Three Hills Outdoor Products, Major Competitors, and Sales Appeals of Both
COMPANY HISTORY
Three Hills Outdoor Products has been a family owned company since its founding in 1995. ...
SALES APPEALS OF BOTH
Three Hills, along with our competition, are the leading distributors of rodeo gear in the United States. ... These companies have been around for years and continue to have an increase in sales. ... We aim our product sales toward riders who want to have added safety to their ride. ... We will aim our sales prospecting towards younger riders who have fewer injuries and are still green in the sport. ... A Sales Promotion Piece On the Quick Release
See attachment
Approximate Word count = 2941
Approximate Pages = 11.8
(250 words per page double spaced)
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