{"id":345,"date":"2022-02-02T18:13:53","date_gmt":"2022-02-02T23:13:53","guid":{"rendered":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/?post_type=chapter&#038;p=345"},"modified":"2022-03-30T14:56:54","modified_gmt":"2022-03-30T18:56:54","slug":"key-takeaways-8","status":"publish","type":"chapter","link":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/chapter\/key-takeaways-8\/","title":{"raw":"Key Takeaways","rendered":"Key Takeaways"},"content":{"raw":"<ul>\r\n \t<li>The\u00a0<strong>preapproach<\/strong>\u00a0is a critical step that helps you earn your customer\u2019s trust and sell adaptively; this is true whether you are meeting with a new customer\u2014a target account\u2014or an existing customer\u2014one of your key accounts.<\/li>\r\n \t<li>Before you make your sales call, you should know the objectives of the meeting. You should record these objectives, along with basic company information, on a\u00a0<strong>precall planning worksheet.<\/strong><\/li>\r\n \t<li>Preapproach research includes information on:\r\n<ul>\r\n \t<li>company demographics, company news, and financial performance to help you discover sales opportunities and go deeper in your qualifying process.<\/li>\r\n \t<li>company\u2019s customers, the current buying situation, and your contact person at the company to help you tailor your sales approach.<\/li>\r\n \t<li>existing customers to find opportunities for expanding the relationship and creating moresales.<\/li>\r\n<\/ul>\r\n<\/li>\r\n \t<li>Good salespeople don\u2019t sell products; they sell\u00a0<em>solutions\u00a0<\/em>to their customers\u2019 problems or challenges.<\/li>\r\n \t<li>It\u2019s important to know exactly what you want to accomplish when you go into a sales meeting.<\/li>\r\n \t<li>The goals for your sales call should be specific, measurable, actionable, realistic, and time-bound:\u00a0<strong>SMART<\/strong>.<\/li>\r\n \t<li>Once you have identified your customers\u2019 problems and goals, brainstorm solutions and opportunities that will meet their needs.<\/li>\r\n \t<li>Knowing the best solution for your customer will help you craft a\u00a0<strong>general benefits statement\u00a0<\/strong>and\u00a0a\u00a0<strong>specific benefits statement\u00a0<\/strong>that will help the customer envision the way your solution or opportunity meets their needs.<\/li>\r\n \t<li>As you plan your sales presentation, keep four things in mind:<\/li>\r\n<\/ul>\r\n<ol>\r\n \t<li style=\"list-style-type: none\">\r\n<ol>\r\n \t<li style=\"list-style-type: none\">\r\n<ol>\r\n \t<li><strong>Prioritize<\/strong>\u00a0and organize your agenda.<\/li>\r\n \t<li><strong>Personalize<\/strong>\u00a0the presentation to match your customer\u2019s needs and preferences.<\/li>\r\n \t<li><strong>Prepare<\/strong>\u00a0visual aids and product demonstrations to illustrate your point and engage your audience.<\/li>\r\n \t<li><strong>Practice<\/strong>\u00a0your delivery.<\/li>\r\n<\/ol>\r\n<\/li>\r\n<\/ol>\r\n<\/li>\r\n<\/ol>","rendered":"<ul>\n<li>The\u00a0<strong>preapproach<\/strong>\u00a0is a critical step that helps you earn your customer\u2019s trust and sell adaptively; this is true whether you are meeting with a new customer\u2014a target account\u2014or an existing customer\u2014one of your key accounts.<\/li>\n<li>Before you make your sales call, you should know the objectives of the meeting. You should record these objectives, along with basic company information, on a\u00a0<strong>precall planning worksheet.<\/strong><\/li>\n<li>Preapproach research includes information on:\n<ul>\n<li>company demographics, company news, and financial performance to help you discover sales opportunities and go deeper in your qualifying process.<\/li>\n<li>company\u2019s customers, the current buying situation, and your contact person at the company to help you tailor your sales approach.<\/li>\n<li>existing customers to find opportunities for expanding the relationship and creating moresales.<\/li>\n<\/ul>\n<\/li>\n<li>Good salespeople don\u2019t sell products; they sell\u00a0<em>solutions\u00a0<\/em>to their customers\u2019 problems or challenges.<\/li>\n<li>It\u2019s important to know exactly what you want to accomplish when you go into a sales meeting.<\/li>\n<li>The goals for your sales call should be specific, measurable, actionable, realistic, and time-bound:\u00a0<strong>SMART<\/strong>.<\/li>\n<li>Once you have identified your customers\u2019 problems and goals, brainstorm solutions and opportunities that will meet their needs.<\/li>\n<li>Knowing the best solution for your customer will help you craft a\u00a0<strong>general benefits statement\u00a0<\/strong>and\u00a0a\u00a0<strong>specific benefits statement\u00a0<\/strong>that will help the customer envision the way your solution or opportunity meets their needs.<\/li>\n<li>As you plan your sales presentation, keep four things in mind:<\/li>\n<\/ul>\n<ol>\n<li style=\"list-style-type: none\">\n<ol>\n<li style=\"list-style-type: none\">\n<ol>\n<li><strong>Prioritize<\/strong>\u00a0and organize your agenda.<\/li>\n<li><strong>Personalize<\/strong>\u00a0the presentation to match your customer\u2019s needs and preferences.<\/li>\n<li><strong>Prepare<\/strong>\u00a0visual aids and product demonstrations to illustrate your point and engage your audience.<\/li>\n<li><strong>Practice<\/strong>\u00a0your delivery.<\/li>\n<\/ol>\n<\/li>\n<\/ol>\n<\/li>\n<\/ol>\n","protected":false},"author":284,"menu_order":3,"template":"","meta":{"pb_show_title":"","pb_short_title":"","pb_subtitle":"","pb_authors":[],"pb_section_license":""},"chapter-type":[49],"contributor":[],"license":[],"class_list":["post-345","chapter","type-chapter","status-publish","hentry","chapter-type-numberless"],"part":184,"_links":{"self":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/345","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters"}],"about":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/types\/chapter"}],"author":[{"embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/users\/284"}],"version-history":[{"count":1,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/345\/revisions"}],"predecessor-version":[{"id":346,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/345\/revisions\/346"}],"part":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/parts\/184"}],"metadata":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/345\/metadata\/"}],"wp:attachment":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/media?parent=345"}],"wp:term":[{"taxonomy":"chapter-type","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapter-type?post=345"},{"taxonomy":"contributor","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/contributor?post=345"},{"taxonomy":"license","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/license?post=345"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}