From: T$.$ J$.$ McKee, Sales Manager

Re: Your recent meeting on the Erin Adkins Account

$($Call $3,$ Developing a Presentation Strategy$)$

Congratulations on doing such a thorough job of discovering Erin's buying conditions. I found that your list of buying conditions includes the kind of customer information important to increasing our sales and partnering with our clients. I would like to see a copy of Erin's proposal when you complete it$.$

Reviewing what we discussed during your training, your next call objectives are:

Make a persuasive sales presentation that custom fits your proposal to Erin's needs

Negotiate any concerns Erin may have

Close and confirm the sale

Build repeat and referral business

Also, as we discussed, your presentation plan for this call should be to:

Prepare and price a product solution that meets Erin's needs. Complete the Sales Proposal Form $($p$.475).$

Before your sales call, prepare a portfolio or power point presentation $($see model on p$.474)$ that follows these guidelines. Also, view the PowerPoint presentation at

www$.$pearsonhighered.com$/$manning$.$ ok

a$.$ Review the relationship information and prepare for those topics you will discuss.

b$.$ Prepare a summary confirmation question that verifies the buying conditions secured in your second call. Prepare probing questions to discover any pain your customer may be experiencing.

c$.$ Select sales tools $($proof devices$),$ and create feature$/$benefit selling statements and need$-$satisfaction questions that appeal to Erin's buying conditions $($see Chapter $12).$

d$.$ Plan summary confirmation questions that verify Erin's acceptance of your solution to each buying condition. Complete Strategic Sales Planning Form A $($p$.479)$ for items b$,$ c$,$ and d$.$

e$.$ Prepare to negotiate the time, price, source, and product objections. Complete Strategic Sales Planning Form B $($p$.480)($see Chapter $13).$

f$.$ Prepare at least four closing methods in addition to the summary of benefits. Complete Strategic Planning Form C $($p$.481)($see Chapter $14).$

g$.$ Plan methods to service the sale. Follow up by scheduling an appointment between now and the convention date $($telephone call or personal visit$)$ to follow through on guarantees concerning rooms and meals, suggestions about audiovisual needs, and any possible changes in the convention schedule. Complete Strategic Sales Planning Form D $($p$.482)($see Chapter $15).$

During the sales call reestablish the relationship and, using your portfolio presentation,

a$.$ Confirm all of Erin's previous buying conditions, and explore any pain being experienced

b$.$ Match a proof device and feature$/$benefit selling statement with each buying condition

c$.$ Confirm Erin's acceptance to each of your proposed benefit statements and need$-$satisfaction questions

d$.$ Negotiate any sales resistance

e$.$ Close the sale

f$.$ Service the sale to get repeats and referrals

Good luck!