In the "Autopsy of a Sales Call" we are
going to walk through a typical sales presentation and see how things go. In
our subsequent posts we will also dig further into each of these to see what we
did right and see if there is any room for improvement.
Our Target:
For this example we are going to try
selling our products and services on a B2B corporate level rather than on a B2C
or consumer level. We will go through consumer sales at another time as well as
government sales but for now, let’s focus on selling at a corporate level.
Our Sales Scenario:
Bob has been trying to get an
appointment with the head of purchasing at his target prospect, ABC
Distributing for quite some time. He finally gets the appointment and heads
over to make the biggest sale of his life.
Bob is pretty sure he has this one because
of all of the great things he was told about his company’s products and
services by his prospect. He just needs to keep his nerves under control and
don’t do anything foolish.
His Big Introduction:
Bob makes his way through the parking
lot and the main lobby not paying attention to anything that is around him in
order to keep his focus on one thing – making the sale!
He is now getting introduced to the main
person and their associates while he is trying to keep from shaking, sweating
and worse, showing it. He sits down and knowing how busy and important these
people are, gets right to his presentation so he doesn’t waste their time.
Their Reaction:
Bob finishes his presentation with a
silent sigh of relief and waits for their reaction. They tell him he did a
great job and they really appreciate his time and they tell him his
presentation was just what they were looking for – what a weight off of Bob’s
shoulders. He can’t wait to tell his boss the good news.
Hello Vacation:
With the most nerve racking presentation
of his career behind him, Bob can now focus on setting up a much needed and
well deserved vacation. With the commission he will make on this sale he can
afford to go on vacation and not worry about spending too much as he will be
financially good to go.
Bob gets all of the information he needs
to head to the beach, the cost of the plane tickets, hotel on the beach, rental
car and more. He figures out how much cash he will need and pays down on his
credit card balance so he has no issues while away.
Make That Deposit:
With everything lined up, there is only
one thing left that Bob has to do and that is pick up his commission check and
deposit it into the bank.
Just One Thing:
There is just one thing, and that is…….
Check back for our next post to see
where this goes and how Bob’s dream vacation turns out because this could be
you.
Write and let me know how you think
things go for Bob and you might win some FREE gifts.
Until my next post, I wish you all success!
Dean
Marchese
The Dean of Success!©
P.S.
Grow Your Business Faster Here:
Need to
grow your business right now? Email me directly at Dean@empowermediallc.net and I will share with you
exactly how we:
Ø Started a janitorial business
on a bet and grew it to $1 Million in only 18 months!
Ø Grew one department in a
company from nearly $0.00 to over $80 Million in only 8 months!
Ø Helped someone with an idea
create a business and signed a contract worth $500 Million in only 9 months!
Ø Guided a Madison Avenue Ad
Agency to make a few changes which helped them win hundreds of millions of
dollars in new business – many of their ads you have seen!
Ø Helped a hotel chain become
#1 in their spot and add over $1 Billion per year!
Ø Helped a delivery company
increase by over $1.5 Billion per year!
Ø Whether you are large or
small, new or have been at it a while, we can help you grow faster than you
ever imagined – email me NOW at Dean@empowermediallc.net!
P.P.S. The email that you can reach
me at that I listed above is a direct email to me. No opt-ins, no forms to fill
out, no filling your inbox with endless emails and this does NOT go to an
assistant, it comes directly to me so email me now!
About
the Author:
Known
as The Dean of Success© Dean Marchese has built
businesses from scratch, turned others around and helped others grow beyond
their dreams. He has helped tiny startups become major players and major
players stay at the top.
He has trained and worked with over
30,000 salespeople and owners around the world become massively successful and
he can help you too.
Why
waste years of your life figuring out how to do something when someone can show
you how in a very short time?
Let
me know your thoughts and how your business is doing by commenting or emailing
us.
For FREE, real life exponential business building, sales
launching information, subscribe to our blog at: www.empowermediallc.blogspot.com and
get a FREE gift!
For tons of FREE info to help you
skyrocket your success, go to:
