THE SALES CYCLE

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THE SALES CYCLE

• Chapter 2

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THE 7 STEPS IN A SALE

• PROSPECTING
• QUALIFYING
• NEEDS ANALYSIS
• PRESENTATION
• ANSWERING OBJECTIONS
• CLOSING
• RELATIONSHIP MANAGEMENT

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The5 CATEGORIESOF CUSTOMERS
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Doesnt believe in advertising
5
Believes in advertising ...

• But doesnt believe in the medium youre selling

6
Believes in your medium ...

• But doesnt believe in your station, newspaper,
  or cable system

7
Has used your station in the past

• But was dissatisfied with the results

8
Has had no problems with yourstation
9
Sales is a contact sport!

• Have a daily contact goal of 25 contacts per day

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Making 25 contacts per day

• Prepare a call today list of 50 people in
  order to reach 25. Know the purpose of each call
  and what you will say to each.

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Making 25 contacts per day

• Use your day planner aggressively. As soon as you
  reach a prospect, note the next step you must
  take on your calendar.

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Making 25 contacts per day

• Block out contact time. Schedle specific blocks
  of 60 or 90 minutes specifically for contacting
  prospects. Schedule mornings or afternons fpr
  client contacts in the field.

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Making 25 contacts per day

• Avoid Distractions
• Use the time youve reserved for contacts for
  that purpose only