May 2 2022
Project BOSS Episode 6: Selling is a Process
Today's theme is about the process of selling. Our guest, Rob Miles, an adjunct professor of entrepreneurship at the University of Science and Arts of Oklahoma, and founder of Thousand Paces, walks us through an example sales process.
The Sales Process
(Example: Selling Tickets at a Ballpark)
Identify Customers
“Two most critical determinants of sales success: Customer Identification, Maximize sales leadsCRM systems
ArchticsSalesforce
Connecting with customers
Direct Mailers – expensive and inefficient
Does not get you in front of your targetCan be easily tracked with QR codes and linksGreat if you identify a geographic targetUsually used for family or personal use – mini packages
Telemarketing – Inside sales vs outside sales
Dialing for dollarsCold call leads, follow up from appointmentsReconnect with old customersScripting
Overcoming Objections
“People don’t commit over the phone anymore; we have to get them to the ballpark”Personal SellingFace to face in person selling – most expensive usually for higher priced items
Customer Interaction
Quality – winning teams attract more customersQuantity – personal tickets might only purchase partial season packagesTime – they have other commitmentsCost – tickets are expensive
Follow Up
Its cheaper and easier to sell to existing customers than find new onesAfter the sell follow up schedule – nothing kills a deal faster than unused tickets
Follow up a couple of weeks before the event – do you have enough ticketsFollow up a day before the event – do you have all the parking passesIn seat visit – make sure everything is going okay – did you see the luxury boxes?Follow up 2 days, 2 weeks, 2 years
(this was supposed to be an outline format, but the editor was not having any of it)
