Critical Element of a Face-To-Face Meeting with A Prospect
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Critical Element of a Face-To-Face Meeting with A Prospect
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
- Four minutes is the average time that prospects take to decide about you
- Good salespeople
- Make others feel important
- Earn the prospect’s trust
- Work through any personality clash
- Take time to make a judgment about the prospect
- The Social Media Connection
- Instagram and Facebook can make the first meeting better
- Images posted online can give you insight into the prospects and how they present themselves
- Tagged locations can give you a clue as to where the person might like to meet
- Use of the Prospect’s Name
- “The sweetest and most important sound in any language.”
- Know it and say it correctly
- Pay attention
- Ask for the correct pronunciation and spelling
- Concentrate on this person’s memorable characteristics
- Associate – any gimmick that works
- Observe and visualize
- Repeat the name often
- Small Talk or Get Down to Business
- Relationship tension is not uncommon in the beginning
- The purpose of small talk
- Gain an advantageous, positive beginning that will break the ice and ease the tension
- “Warm up” a cold environment
- Provides additional information concerning a prospect
- At times called “Chit-Chat” with a purpose
- When you meet someone new, they don’t want to talk about you
- People have no confidence in salespeople whose only interest is self-interest
Name:__________________________________________________________________
- 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?
- Name and explain the eight types of approaches discussed in the chapter. Why does a salesperson need to master several approaches?
- What are the advantages of bringing a product to the prospect? What are
alternatives if bringing the product is not feasible?
RUBRIC
Excellent Quality
95-100%
Introduction 45-41 points
The background and significance of the problem and a clear statement of the research purpose is provided. The search history is mentioned.
Literature Support
91-84 points
The background and significance of the problem and a clear statement of the research purpose is provided. The search history is mentioned.
Methodology
58-53 points
Content is well-organized with headings for each slide and bulleted lists to group related material as needed. Use of font, color, graphics, effects, etc. to enhance readability and presentation content is excellent. Length requirements of 10 slides/pages or less is met.
Average Score
50-85%
40-38 points
More depth/detail for the background and significance is needed, or the research detail is not clear. No search history information is provided.
83-76 points
Review of relevant theoretical literature is evident, but there is little integration of studies into concepts related to problem. Review is partially focused and organized. Supporting and opposing research are included. Summary of information presented is included. Conclusion may not contain a biblical integration.
52-49 points
Content is somewhat organized, but no structure is apparent. The use of font, color, graphics, effects, etc. is occasionally detracting to the presentation content. Length requirements may not be met.
Poor Quality
0-45%
37-1 points
The background and/or significance are missing. No search history information is provided.
75-1 points
Review of relevant theoretical literature is evident, but there is no integration of studies into concepts related to problem. Review is partially focused and organized. Supporting and opposing research are not included in the summary of information presented. Conclusion does not contain a biblical integration.
48-1 points
There is no clear or logical organizational structure. No logical sequence is apparent. The use of font, color, graphics, effects etc. is often detracting to the presentation content. Length requirements may not be met
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