lesson 7.3 – sales strategies skills & techniques copyright © 2014 by sports career...

Lesson 7.3 – Sales Strategies Skills & Techniques

Copyright © 2014 by Sports Career Consulting, LLC

LESSON 7.3

Intro to Promotion & Sales

Sales Strategies

1) Collaborative selling

2) Transactional selling

3) Team selling

Sales


LESSON 7.3


Action

The sales person and client take time to understand one another and develop a relationship according to the sales person’s offer and the client’s needs


Collaborative selling

LESSON 7.3


Action

The sales person and client have limited interaction and the sale is based mostly on price or a specific element


Transactional selling

LESSON 7.3


Action

A variation of collaborative selling that includes multiple people from the selling or buying organization, or both


Team selling

LESSON 7.3


Prospecting

Referrals

Networking

Cold calling

Sales


Sales Skills and Techniques

LESSON 7.3


Sales

Action

Prospecting:

The process of consistently researching for and seeking out new customers for an organization’s products and services

Prospecting is a very detail oriented process requiring careful research and analysis



LESSON 7.3


Action

A sales professional might research local businesses online that fit the demographics of a qualified potential customer

Sales professionals may explore a number of avenues when prospecting to develop quality sales leads


Prospecting

LESSON 7.3


Action

Trade Shows

Industry Events

Networking Events

Consumer Lists

Directories

Industry PublicationsCopyright © 2014 by Sports Career Consulting, LLC

Effective Prospecting

LESSON 7.3


Sales

Action

Referrals:

Occur when an existing customer recommends another organization or individual to a sales professional as a potential customer

Referrals are traditionally an extremely effective means for generating new sales



LESSON 7.3


Between 60% and 70% of all fitness industry sales are the direct result of referrals

Sales


Possible objections

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Action


Sales

Networking:

Occurs when a group of like minded business people gather to help each other to cultivate sales

Sales people often involve themselves in local organizations and functions in an effort to connect with as many new people as possible


LESSON 7.3


Sales

Cold calling:

A sales professional’s effort to generate new business through outgoing telephone calls without any previous communication with the prospective customer

The cold calling technique is generally a less productive means for generating sales than other techniques (networking and referrals) because the personal relationship element is non-existent



Action

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LESSON 7.3



lesson 7.3 – sales strategies skills & techniques copyright © 2014 by sports career...

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