Dr' Martens

1
Welcome
to
my
wonderful
Presentation
on...
(Ill try not to keep you long)
2
Chapter 8
So you accidentally got an appointment
(way to go retard)
Well, Ill tell you...
3
What you need to be aware of
Buyers can feel the difference when they are
approached with purpose
Keeping the focus on the prospects problem helps
you sell faster
-Lack of preparation
-Lack of interest or purpose
So, how do you prepare for the meeting?
4
The Premeeting planner
Turn to page 119 to see the premeeting planner
5
The prospect is wondering
How long will this take?
What is going to happen?
Why should I trust you?
When is the close coming?
Cover these questions EARLY!!!
6
By discussing your agenda up front
you sell the prospect on the way
you are going to work together
Quit hiding your agenda. Get it out in the open
early.
When you control the focus of the meeting, you
control the meeting
AVOID SAYING
Im not here to sell you anything
You are! They know it
dont waste their time
OR yours!
7
Youve gone through the premeeting planner.
Youre ready to meet. But are they ready to meet
you?
Dont just show up and start talking. Give
the prospect a premeeting assignment.
A prepared prospect
is a better prospect
Tell them you'd like to discuss the seed letter.
Get them used to doing things you ask (within
reason)
By the time you ask for the order, they will be
used to doing what you ask. suckers
8
Control the things you can control before and
during an appointment
(this is review for those who havent been paying
attention)
Plan the meeting and set goals
Share your agenda
Ask the prospect to prepare
But I know what youre thinking
Mike, this is my first appointment, is there
anything else I can do?
(either that or, is this over yet?)
9
Yes there is!
Frame the issues
It does no good to say you can increase sales if
theyre making a million dollars a day
Instead
Say you can give the store a better image.
or
You can get rid of all the drunks at night
10
Yes there is!
Sell concepts instead of products
Pitching a product is much different (and
difficult) then finding real needs and fulfilling
them.
11
Its all about building good rapport with the
prospect
The better the rapport, the more comfortable they
feel around you.
The more comfortable they feel, the easier they
are to sell
Trouble Talk
Framing the issues and pointing out the trouble
the prospect may be in if they dont take action
Say things like
My observation/experiences have been...
Unchecked it leads to...
Moreover, research indicates...
Remember Sharing information is not the same as
presenting your idea.
12
By setting the ground rules, revealing your sales
process, and framing the issues, you will gain...
13
You can wake up now its over
Thank you