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Perform pre-sales activities to facilitate sales presentati Perform pre-sales activities to facilitate sales presentati

Perform pre-sales activities to facilitate sales presentati - PowerPoint Presentation

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Uploaded On 2016-06-15

Perform pre-sales activities to facilitate sales presentati - PPT Presentation

410 ESTABLISH RELATIONSHIP with clientscustomersfans ESTABLISHING A GOOD RELATIONSHIP WHY Customersfans have LONGTERM LOYALTY S upportive even with controversy or a losing season ID: 363466

sales customer customers sell customer sales sell customers tickets good relationship fans don

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Slide1

Perform pre-sales activities to facilitate sales presentation

4.10Slide2

ESTABLISH RELATIONSHIP with clients/customers/fans Slide3

ESTABLISHING

A

GOOD RELATIONSHIP

WHY?

Customers/fans have

LONG-TERM LOYALTY

S

upportive

even with

controversy or a losing season

HOW?

BUILD EMOTIONAL CONNECTIONS

with customers

Spectators driven

by the

emotions and experiences

I

nfluenced

by tradition, attitude, and team

performance

Provide customers/fans with

what they

want and

expect

Treat

them

fairlySlide4

STEPS

to

EFFECTIVE SALES OPENINGS

You only have 1 chance to make a first impression!

KNOW

your customer before initial contact

RESEARCH

their company website

Have a

PLANED AGENDA

to

discuss

DON’T call without preparing what to

say

CUSTOMIZE

the sales script

Don’t read a general script for each customer

ASK OPEN-ENDED QUESTIONS

F

ind out what customer needs/wants

CLOSING LINE

: Ask for the SALE!

6. Be a

GOOD LISTENERSlide5

SELL TICKETSSlide6

EFFECTIVE

WAYS TO SELL TICKETS

GOAL: Sell-Out your event to make MONEY

If you don’t make up the costs of the event-LOSE MONEY

LOTTERY:

Use: DEMAND IS HIGHER THAN THE AVAILABLE SUPPLY

A drawing

in which people are given

equal chance to win

Word of Mouth

“EARLY BIRD PRICING”

Earlier you buy the ticket, the lower the price

Sell ONLINESlide7

“You Do”

With a partner, you will

create two scripts

for building a good relationship with a customer on the first contact using the steps from the notes for the following two scenarios:

Get a celebrity to endorse your product

Selling season tickets for a professional team

Write the two scripts

to be turned in for a grade

One person is the customer, the other is the salesperson

Perform your role play

in class