4.094.09

Pre-Sale ActivitiesPre-Sale Activities

2 Phrases to Live By2 Phrases to Live By

In business, nothing happens until a In business, nothing happens until a sale is madesale is madeSell the sizzle, not the steakSell the sizzle, not the steak

Personal Selling in SEMPersonal Selling in SEM

Tickets (Season Tickets, Group Sales)Tickets (Season Tickets, Group Sales)Premium Tickets/Luxury BoxesPremium Tickets/Luxury BoxesSponsorshipsSponsorships

Contacting Season Ticket Contacting Season Ticket HoldersHolders

Use direct mailUse direct mail Keep materials consistentKeep materials consistent

Ensures that customers Ensures that customers know material is from same know material is from same organizationorganization

Preparing for a Sales Preparing for a Sales PresentationPresentation

Know the customerKnow the customerReview current trade periodicalsReview current trade periodicalsQualify leadsQualify leads

Writing a Sales ScriptWriting a Sales Script

Script: jogs memory during Script: jogs memory during presentationpresentation

LanguageLanguagePositivePositivePrecisePrecisePertinentPertinent

What to Know About What to Know About CustomersCustomers

Develop a customer profileDevelop a customer profile Previous buying historyPrevious buying history Company statusCompany status Decision-making abilityDecision-making ability

Preparation for Sales Preparation for Sales PresentationsPresentations

Be dressed appropriatelyBe dressed appropriatelyArrive earlyArrive earlyBe preparedBe preparedBe confident and enthusiasticBe confident and enthusiastic

Sales ApproachSales Approach

Customer-benefit: showing Customer-benefit: showing prospective customer how the product prospective customer how the product benefits thembenefits them

Save timeSave time Save moneySave money New revenueNew revenue