Sales Chapter 6

Sales call

An in-person meeting between a salesperson or sales team and one or more buyers to discuss business

sales dialogue

Business conversations between buyers and sellers that occur as salespeople attempt to initiate, develop, and enhance customer relationships. Sales dialogue should be customer-focused and have a clear purpose.

The term _____ is used interchangeably with _____.

sales conversation, sales dialogue

sales presentations

Comprehensive communications that convey multiple points designed to persuade the customer to make a purchase.

Canned Presentations

• Include scripted sales calls, memorized presentations, and automated presentations

• Can be complete and logically structured

• Do not vary from buyer to buyer; should be tested for effectiveness

Written Sales Proposals

• Proposal is a complete self-contained sales presentation

• Written proposals often accompanied by sales calls before and after the proposal is submitted

• Thorough customer assessment should take place before customized proposal is written

Organized Sales Dialogues and Presentations

• Address individual customer and different selling situations

• Allow flexibility to adapt to buyer feedback

• Most frequently used format by sales professionals

Tips for Creating Effective Sales Proposals (1-3)

1. Focus on the prospect

2. Present a compelling, relevant case for the offering

3. Make the proposal as concise as possible

Tips for Creating Effective Sales Proposals (4-6)

4. Quantify the value that can be offered

5. Present important details and make the entire proposal clear

6. Include testimonials and endorsements when appropriate

Tips for Creating Effective Sales Proposals (7-8)

7. Write the proposal in the customer’s language and avoid seller jargon

8. Realize that most proposals serve an educational purpose

Tips for Creating Effective Sales Proposals (9-11)

9. Clearly communicate next steps and make it easy for the customer to take action

10. Be sure communications lines are open

11. Allow ample time for proofreading