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‡ Today¶s seminar is made possible by:

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‡ In the time allotted, we «..
‡ Can only provide highlights
‡ Have avoided most marketing buzz words
‡ Focus on concepts in part one
‡ Make some µHow To¶ points in part two
‡ Deal with Marketing Plan in part three
‡ Encourage you to ask questions as we go
‡ Ask you, please, turn of your cell phones
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‡ Be prepared to document sales contracts.
‡ You may use your own sales forms.
‡ Your customers may use purchase orders.
‡ Either way, items sold, unit prices, delivery
date, warranty, FOB point, means of
shipment, product support and payment
terms must be specified.
‡ emember s always do the paperwork.
 Meeting the Customer s
‡ Develop your µelevator¶ sales pitch.
‡ Convey in 15 seconds what you are selling
and make the listener want to hear more.
‡ Use this pitch when the opportunity arises,
such as when you are boarding an
airplane, standing in line to pay for your
coffee, making a chance meetings at the
homeowners association, etc. etc.
 Tips From A Pro - 1
‡ Know who is attending your sales
presentation.
‡ °ill the customer have technical support
during the meeting.
‡ Are you qualified to answer all technical
questions, or do you need help from a pro.
‡ Is the old adage ³I will get back to you with
the answer´ good enough.
 Tips From A Pro s

‡ Confirm early in the meeting how much
time is available for the sales presentation.
‡ Your customer may have a crisis to deal
with or additional time to spare.
‡ Adjust your presentation accordingly.
‡ Make sure that you cover the key points of
your presentation in the allotted time.
 Tips From A Pro s 
‡ Most presentations are now made using laptop
computers and projectors.
‡ Bring several bound printed copies of your
presentation in case of a technical glitch.
‡ During a projection presentation, it is usually
best to wait until you are finished to hand out
literature. This avoids the audience becoming
distracted by reading your literature or otherwise
getting out of sync with your presentation.
 Tips From A Pro s 
‡ Develop a practice of using both voice and email
for follow up communications.
‡ An initial telephone follow up is likely to reach
the answering machine. Leave a brief message.
‡ Follow up with a more detailed email.
‡ Learn early in a relationship if the customer is
µemail centric¶ or µvoice message centric¶. Also,
determine how he absorbs information s be it by
reading, conversation or visual presentations.
 Tips From A Pro - 5
‡ As a happy customer, confirm that he is
willing to become a reference for you.
‡ Ask him to agree to accept phone calls
from your prospects.
‡ Ask him to allow you to bring prospects to
his business to show off your products.
‡ A customer extolling the benefits of your
products is a very powerful message.
 Tips From A Pro - 6
‡ The product you are selling may be
treated as a capital expenditure.
‡ Your customer may need to complete
paperwork to document that the purchase
meets certain financial criteria.
‡ Help your customer µjustify¶ the purchase
by demonstrating that the acquisition of
your product will meet the .O.I criteria.
 PUT THESE IDEAS TO
PACTICAL USE.
‡ As a guide for implementing effective
marketing solutions.
‡ To review periodically and supplement
with new ideas.
‡ As required reading for all marketing
personnel.
°ildflowers s orman CA
End of µHow To¶ Section
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