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• 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

STEPS to EFFECTIVE SALES OPENINGSYou only have 1 chance to make a first impression!

1. KNOW your customer before initial contact– RESEARCH their company website

2. Have a PLANED AGENDA to discuss– DON’T call without preparing what to say

3. CUSTOMIZE the sales script– Don’t read a general script for each customer

4. ASK OPEN-ENDED QUESTIONS– Find out what customer needs/wants

5. CLOSING LINE: Ask for the SALE!

6. Be a GOOD LISTENER

SELL TICKETS

EFFECTIVE WAYS TO SELL TICKETSGOAL: 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

“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

1. Write the two scripts to be turned in for a grade– One person is the customer, the other is the salesperson

2. Perform your role play in class