60 Second Solutions by Dan Ramsey

Author:Dan Ramsey [Ramsey, Dan]
Language: eng
Format: epub
ISBN: 978-1-4463-5513-8
Publisher: F+W Media
Published: 2011-03-10T16:00:00+00:00

THE VITAL STEPS OF PRE-CALL PLANNING

Learn about the prospect Find out all you can about the individual buyers and the companies that they represent – who are they, what do they make or sell, how much do they sell and to whom, who owns them?

Understand the buyer’s problem Do you have the information you need to clearly define the primary problem your product can solve?

Brush up on the product Know the features and benefits of the products you represent – especially those that you intend to offer as solutions at your sales call.

Tailor the presentation The sales call is not a fact finding meeting; it’s an opportunity to show you understand the buyer’s problem and that you have a viable solution. What do you want the buyer to think when your presentation is over? This is your goal, so now make sure the presentation you give leads to that objective.

Be prepared for objections Make sure you are ready to deal with any questions the buyer may have with a well-thought out answer.

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