{"id":365,"date":"2022-02-02T18:20:43","date_gmt":"2022-02-02T23:20:43","guid":{"rendered":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/?post_type=chapter&#038;p=365"},"modified":"2022-02-02T18:20:43","modified_gmt":"2022-02-02T23:20:43","slug":"key-takeaways-9","status":"publish","type":"chapter","link":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/chapter\/key-takeaways-9\/","title":{"raw":"Key Takeaways","rendered":"Key Takeaways"},"content":{"raw":"<ul>\r\n \t<li>When making a sales approach over the phone\r\n<ul>\r\n \t<li><em>Do<\/em>\u00a0give your name and the purpose of your call in the first twenty seconds;<\/li>\r\n \t<li><em>Do<\/em>\u00a0remember to ask, \u201cIs this a good time?\u201d<\/li>\r\n \t<li><em>Don\u2019t<\/em>\u00a0launch into long explanations. Keep it brief and businesslike.<\/li>\r\n<\/ul>\r\n<\/li>\r\n \t<li>When making a sales approach by e-mail\r\n<ul>\r\n \t<li><em>Do<\/em>\u00a0draft a number of e-mail templates from which to choose,<\/li>\r\n \t<li><em>Do<\/em>\u00a0make sure the e-mail is well written and businesslike,<\/li>\r\n \t<li><em>Do<\/em>\u00a0make the e-mail as personal as you can.<\/li>\r\n<\/ul>\r\n<\/li>\r\n \t<li>When approaching through online social networks\r\n<ul>\r\n \t<li><em>Do<\/em>\u00a0make sure to comment when you add a prospect to your network,<\/li>\r\n \t<li><em>Do<\/em>\u00a0contribute to the social network of which you are a member,<\/li>\r\n \t<li><em>Do<\/em>\u00a0avoid slang in your communications.<\/li>\r\n<\/ul>\r\n<\/li>\r\n \t<li>When approaching a B2B contact in person\r\n<ul>\r\n \t<li><em>Do<\/em>\u00a0use a strong opening line that gets the customer\u2019s attention,<\/li>\r\n \t<li><em>Do<\/em>\u00a0follow the customer\u2019s lead when it comes to small talk,<\/li>\r\n \t<li><em>Do<\/em>\u00a0be careful that your opening line doesn\u2019t send the wrong message.<\/li>\r\n<\/ul>\r\n<\/li>\r\n \t<li>When approaching a B2C contact in person\r\n<ul>\r\n \t<li><em>Do<\/em>\u00a0make conversation with your customer;<\/li>\r\n \t<li><em>Do\u00a0<\/em>avoid putting any pressure on your customer.<\/li>\r\n<\/ul>\r\n<\/li>\r\n<\/ul>\r\n<ul>\r\n \t<li>Types of approaches include:\r\n<ul>\r\n \t<li>The\u00a0<strong>question approach\u00a0<\/strong>involves leading off with questions to learn about your prospect and engage him in dialogue.<\/li>\r\n \t<li>In a\u00a0<strong>product approach<\/strong>, the salesperson opens the call with a product demonstration or display.<\/li>\r\n \t<li>The\u00a0<strong>referral approach\u00a0<\/strong>is an effective way to quickly establish trust with a prospect because it involves starting the call off by mentioning a mutual connection who has referred you to the prospect and who is willing to vouch for you.<\/li>\r\n \t<li>The\u00a0<strong>customer benefit approach\u00a0<\/strong>requires research beforehand so that you can open your call by mentioning an important, customer-specific benefit of your products or services.<\/li>\r\n \t<li>Sales that involve very specific solutions to customer problems sometimes begin with a\u00a0<strong>survey approach<\/strong>.<\/li>\r\n \t<li>The\u00a0<strong>agenda approach\u00a0<\/strong>is a straightforward approach that gets right down to business. It appeals to highly organized people because it involves outlining the meeting agenda at the start of the sales call.<\/li>\r\n \t<li>A\u00a0<strong>premium approach\u00a0<\/strong>is one in which the salesperson offers product samples or giveaway items to attract a prospect and establish goodwill.<\/li>\r\n<\/ul>\r\n<\/li>\r\n<\/ul>","rendered":"<ul>\n<li>When making a sales approach over the phone\n<ul>\n<li><em>Do<\/em>\u00a0give your name and the purpose of your call in the first twenty seconds;<\/li>\n<li><em>Do<\/em>\u00a0remember to ask, \u201cIs this a good time?\u201d<\/li>\n<li><em>Don\u2019t<\/em>\u00a0launch into long explanations. Keep it brief and businesslike.<\/li>\n<\/ul>\n<\/li>\n<li>When making a sales approach by e-mail\n<ul>\n<li><em>Do<\/em>\u00a0draft a number of e-mail templates from which to choose,<\/li>\n<li><em>Do<\/em>\u00a0make sure the e-mail is well written and businesslike,<\/li>\n<li><em>Do<\/em>\u00a0make the e-mail as personal as you can.<\/li>\n<\/ul>\n<\/li>\n<li>When approaching through online social networks\n<ul>\n<li><em>Do<\/em>\u00a0make sure to comment when you add a prospect to your network,<\/li>\n<li><em>Do<\/em>\u00a0contribute to the social network of which you are a member,<\/li>\n<li><em>Do<\/em>\u00a0avoid slang in your communications.<\/li>\n<\/ul>\n<\/li>\n<li>When approaching a B2B contact in person\n<ul>\n<li><em>Do<\/em>\u00a0use a strong opening line that gets the customer\u2019s attention,<\/li>\n<li><em>Do<\/em>\u00a0follow the customer\u2019s lead when it comes to small talk,<\/li>\n<li><em>Do<\/em>\u00a0be careful that your opening line doesn\u2019t send the wrong message.<\/li>\n<\/ul>\n<\/li>\n<li>When approaching a B2C contact in person\n<ul>\n<li><em>Do<\/em>\u00a0make conversation with your customer;<\/li>\n<li><em>Do\u00a0<\/em>avoid putting any pressure on your customer.<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<ul>\n<li>Types of approaches include:\n<ul>\n<li>The\u00a0<strong>question approach\u00a0<\/strong>involves leading off with questions to learn about your prospect and engage him in dialogue.<\/li>\n<li>In a\u00a0<strong>product approach<\/strong>, the salesperson opens the call with a product demonstration or display.<\/li>\n<li>The\u00a0<strong>referral approach\u00a0<\/strong>is an effective way to quickly establish trust with a prospect because it involves starting the call off by mentioning a mutual connection who has referred you to the prospect and who is willing to vouch for you.<\/li>\n<li>The\u00a0<strong>customer benefit approach\u00a0<\/strong>requires research beforehand so that you can open your call by mentioning an important, customer-specific benefit of your products or services.<\/li>\n<li>Sales that involve very specific solutions to customer problems sometimes begin with a\u00a0<strong>survey approach<\/strong>.<\/li>\n<li>The\u00a0<strong>agenda approach\u00a0<\/strong>is a straightforward approach that gets right down to business. It appeals to highly organized people because it involves outlining the meeting agenda at the start of the sales call.<\/li>\n<li>A\u00a0<strong>premium approach\u00a0<\/strong>is one in which the salesperson offers product samples or giveaway items to attract a prospect and establish goodwill.<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n","protected":false},"author":284,"menu_order":6,"template":"","meta":{"pb_show_title":"on","pb_short_title":"","pb_subtitle":"","pb_authors":[],"pb_section_license":""},"chapter-type":[49],"contributor":[],"license":[],"class_list":["post-365","chapter","type-chapter","status-publish","hentry","chapter-type-numberless"],"part":186,"_links":{"self":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/365","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\/365\/revisions"}],"predecessor-version":[{"id":366,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/365\/revisions\/366"}],"part":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/parts\/186"}],"metadata":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapters\/365\/metadata\/"}],"wp:attachment":[{"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/media?parent=365"}],"wp:term":[{"taxonomy":"chapter-type","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/pressbooks\/v2\/chapter-type?post=365"},{"taxonomy":"contributor","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/contributor?post=365"},{"taxonomy":"license","embeddable":true,"href":"https:\/\/pressbooks.bccampus.ca\/thepowerofselling\/wp-json\/wp\/v2\/license?post=365"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}