AG SALES AND SERVICE

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AG SALES AND SERVICE

• Meeting the Prospect

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Meeting prospects must be

• Conducive to business
• Cost-effective
• Image-effective
• Tension-reducing
• Trust-building

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Contacting a Customer

• Face to Face
• Verbal and nonverbal w/ visual aids
• Telephone Calls
• Verbal w/ vocal qualities
• Letters
• Least dynamic augment w/ brochures
• Spec sheets, etc

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Efficiency Ratings

• Letters - high volume contact
• Low quality ie 200 buyer letters 0 bidders
• Telephone - mid level contacts w/interaction
• Mid level quality interaction /feeling
• Face-to-Face low s contacted, high quality

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Measuring up

• Feedback counts!!
• Face to Face, Telephone, letter
• Reach closure/confirmation
• Appointment, agreement, research data
• Letters require 1 more contact

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Keeping the pipeline fullA combination of all
THREE!

• Constantly providing mailed material
• Telephone calls following through with the
  sent letters
• Personal contacts reinforcing the above

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• Mass marketing vs individual mailings
• Be personal to an individual level
• Only send to those you can get back to on the
  phone in 3-4 days for follow up.

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LETTERS

• Prospects must have seen or heard of you!
• Letter or advertisement in advance
• Logical precursor to phone call or visit

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Letters can

• Secure an appointment
• Answer questions
• Contact busy people
• Follow up on a sales call
• Provide updates
• Stimulate business
• Relate a conversation

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Types and Styles of Letters

• Formatted Newsletter
• Personalized letter
• Use quality stationary
• Personalize
• Type
• Break up text

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Straight and simple
Information gathered
Benefits meet needs
Set meeting time
Next discussion
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Not on first name basis
Not a yes / no judgment
Compliments get you no where
Needs?
Next discussion when?
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The Telephone

• Cost benefit a very valuable tool
• Easy to contact established customers
• Letter 5-10 Face to Face 130
• Telephone less costly and more feedback
• Scheduling
• Sales
• Fishing (Information Gathering)

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Telephone disadvantages

• Easy if you know the person
• Difficult to introduce without image of person or
  product
• Mood adjustments
• Use of mirrors to see your facial reactions
• Look good sound good philosophy

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Practice Practice Practice

• Test and record your voice use playbacks
• Practice on family, co-workers
• Eliminate Uh, Um, Ya, ya know

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Set up for success!

• Quiet background or pleasant music
• Close door, eliminate distractions, other
  conversations
• Best thing to happen get a sale
• Worst thing to happen hang up
• Be organized ie good letter

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Tracking Calls

• Monitor calls with detail
• Date
• Who
• Product discussed
• Needs
• Appt
• Best time to call Day of Week

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Pre-Call Planning

• Target
• Purpose of call
• Best time/day/month
• Initial benefit
• Key points
• Ask for a specific commitment

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• Getting around employees ie secretaries
• Firm and assertive
• Use first name
• Returning call or contact
• Be careful with your words
• Listen closely

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FACE TO FACE

• Enter and introduce
• Establish the purpose of your call
• Uncover needs
• Propose a solution
• Be Brief
• Be ready for opportunities

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Stumbling Blocks

• Complacency among salespeople 26
• Insufficient preparation 25
• Improper prospecting 14
• Inadequate Training 12
• Fear ( new salespeople) 3

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Meet the prospect!