CHAPTER 8

Sales Process

Sales Checklist

You have done your research, the sponsor is interested, and there’s no spinach in your teeth—it must be time for a meeting!

Prepare, Prepare, Prepare

It has been suggested that the sales process is 75 percent preparation, 10 percent sales pitch, and 15 percent follow-up. If you have the opportunity to meet the sponsor in person, ensure that you know everything you can possibly find out about their company before you walk through the door. You need to know what matters to your potential sponsors and how they measure success. Are they after sales opportunities, launching a new product, preparing for a share issue, or embarking on any of a myriad of other marketing activities? Get your Sponsor Information ...

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