The Power of Selling, 2010a

Power Wrap-Up
Now that you have read this chapter, you should be able to understand how to approach a prospect.
You understand the importance of your first impression.
You learned the elements of making contact.
You can describe the role of an elevator pitch in the approach.
You can list the dos and don’ts of making contact via phone and in person.
You can describe the different types of sales approaches.
You can understand how to create an elevator pitch for your personal brand to use during your
approach for networking, interviews, and other contacts.
TEST YOUR POWER KNOWLEDGE (ANSWERS ARE BELOW)
1. Name the six Cs of the sales approach.
2. Identify one way of demonstrating active listening.
3. What is the 70/30 rule of listening?
4. What is an elevator pitch, and why is it important in a sales approach?
5. Why should you prepare a script for your opening statement for a telephone approach?
6. Describe an effective e-mail approach.
7. Why are social networks an effective way to approach prospects?
8. List two opening lines you should avoid in a sales approach.
9. Describe the customer benefit approach.
10. What is a gatekeeper?
11. What kind of information should be included in the elevator pitch for your personal brand?
POWER (ROLE) PLAY
Now it’s time to put what you’ve learned into practice. The following are two roles that are involved in the
same selling situation—one role is the customer, and the other is the salesperson. This will give you the
opportunity to think about this selling situation from the point of view of both the customer and the
salesperson.
Read each role carefully along with the discussion questions. Then, be prepared to play either of the roles
in class using the concepts covered in this chapter. You may be asked to discuss the roles and do a roleplay
in groups or individually.
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