Assignment
Chapter Nine
Chapter nine discusses the most critical element of a face-to-face meeting with a prospect, the first few minutes or even seconds of the encounter. This chapter will teach you how to present yourself in a way that builds trust and credibility. You will also learn how to build your reputation as an expert in your field. You only have once chance to make a great first impression. The approach is your chance to solidify that you and the product or service you are offering are the right choice.
What happens during the opening of the face-to-face meeting affects the success of the entire presentation
A. Four minutes is the average time that prospects take to decide about you
B. Good salespeople
1. Make others feel important
2. Earn the prospect's trust
3. Work through any personality clash
4. Take time to make a judgment about the prospect
C. The Social Media Connection
1. Instagram and Facebook can make the first meeting better
a. Images posted online can give you insight into the prospects and how they present themselves
b. Tagged locations can give you a clue as to where the person might like to meet
D. Use of the Prospect's Name
1. "The sweetest and most important sound in any language."
a. Know it and say it correctly
2. Pay attention
a. Ask for the correct pronunciation and spelling
3. Concentrate on this person's memorable characteristics
4. Associate - any gimmick that works
5. Observe and visualize
6. Repeat the name often
E. Small Talk or Get Down to Business
1. Relationship tension is not uncommon in the beginning
2. The purpose of small talk
a. Gain an advantageous, positive beginning that will break the ice and ease the tension
b. "Warm up" a cold environment
c. Provides additional information concerning a prospect
d. At times called "Chit-Chat" with a purpose
3. When you meet someone new, they don't want to talk about you
a. People have no confidence in salespeople whose only interest is self-interest
1. What is the purpose of small talk? How can you use it to best advantage? For what kind of situation is small talk a negative?
2. Name and explain the eight types of approaches discussed in the chapter. Why does a salesperson need to master several approaches?
3. What are the advantages of bringing a product to the prospect? What are alternatives if bringing the product is not feasible?
Format your assignment according to the following formatting requirements:
1. The answer should be typed, double spaced, using Times New Roman font (size 12), with one-inch margins on all sides.
2. The response also include a cover page containing the title of the assignment, the student's name, the course title, and the date. The cover page is not included in the required page length.
3. Also Include a reference page. The Citations and references should follow APA format. The reference page is not included in the required page length.
Attachment:- Chapter-9-Selling-6e.rar