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Perform pre-sales activities to facilitate sales presentation

Perform pre-sales activities to facilitate sales presentation. 4.10. ESTABLISH RELATIONSHIP with clients/customers/fans . ESTABLISHING A GOOD RELATIONSHIP. WHY? Customers/fans have LONG-TERM LOYALTY S upportive even with controversy or a losing season HOW?

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Perform pre-sales activities to facilitate sales presentation

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  1. Perform pre-sales activities to facilitate sales presentation 4.10

  2. ESTABLISH RELATIONSHIP with clients/customers/fans

  3. ESTABLISHING A GOOD RELATIONSHIP • WHY? • Customers/fans have LONG-TERM LOYALTY • Supportive even with controversy or a losing season • HOW? • BUILD EMOTIONAL CONNECTIONS with customers • Spectators driven by the emotions and experiences • Influenced by tradition, attitude, and team performance • Provide customers/fans with what they want and expect • Treat them fairly

  4. STEPS to EFFECTIVE SALES OPENINGS You only have 1 chance to make a first impression! • KNOWyour customer before initial contact • RESEARCH their company website • Have a PLANED AGENDA to discuss • DON’T call without preparing what to say • CUSTOMIZE the sales script • Don’t read a general script for each customer • ASK OPEN-ENDED QUESTIONS • Find out what customer needs/wants • CLOSING LINE: Ask for the SALE! 6. Be a GOOD LISTENER

  5. SELL TICKETS

  6. EFFECTIVE WAYS TO SELL TICKETS GOAL: Sell-Out your event to make MONEY If you don’t make up the costs of the event-LOSE MONEY • LOTTERY: • Use: DEMAND IS HIGHER THAN THE AVAILABLE SUPPLY • A drawing in which people are given equal chance to win • Word of Mouth • “EARLY BIRD PRICING” • Earlier you buy the ticket, the lower the price • Sell ONLINE

  7. “You Do” With a partner, you will create two scripts for building a good relationship with a customer on the first contact using the steps from the notes for the following two scenarios: • Get a celebrity to endorse your product • Selling season tickets for a professional team • Write the two scripts to be turned in for a grade • One person is the customer, the other is the salesperson • Perform your role play in class

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