-
Why plan a sales call?
- to Increase productivity
- And to Not waste time
-
What precall info should you obtain before a salescall? Optimal additional info?
Name Address Telephone Occupation Income Family Status
- Addt'l (PPBVHM
- Background (Where they went to school if they did)
- Hobbies
- Personality type
-
Responsibility of a manager
- Get emploees to deviate from comfort zone
- 10% in either direction
-
What call objectives should you determine
- Visionary
- Primary Objective
- Minimum Objective
-
5 stages of a sales cycle
- Discovery meeting
- Profile Meeting
- Strategy Meeting?
-
-
Discovery Meeting (Length, Purpose, Components)
- 15-20 minutes in length
- Will not try to sell you anything
- Not stay longer than 20 minutes unless you ask me to
- Purposes
- 1. Is there a need?
- 2. Is it a single need or are there multiple needs?
- 3. What’s our next step
COMPONENTS:
- Introductions
- 1. Standard or normal introduction (Name and company)
- 2. Referral introduction- Mention the referring source in the introduction- brings comfort
- Recour
- Looking for the friend in the person you are speaking to
- Look on a desk or a wall- make sure you can hold the conversation about it (Stay away from religion, politics and sex)
- Plans for weekend or how was your weekend?
- Some people build it too long
Transition from recour: Personalized mission statement
-
Personalized mission statement (Def., components)
Benefit statement of what you do for a living
Benefits and features
-
Feature
(Green, wheels, leather- NOT comfortable) – for a chair
-
Benefit
i.e. comfortable
I’m in the business of solving for my client’s educational furniture needs in a manner that is mobile, lightweight, flexible and comfortable
-
Survey
A series of closed ended questions or statements to determine if there are needs
-
Profile Meeting (Agenda, Purpose, Components)
- Agenda- Written outline of things to be covered
- One for yourself and one for your client
- Purpose-
- 1. Gather enough information to form a presentation
- 2. Get referrals
- Recap discovery meeting, Thorough and complete fact find, budget information (NEAD- Now- how do you currently solve for the need, Enjoy- what do you currently enjoy about the way you do it, Alter- in a perfect world what would you alter or change about the way that you currently do it, Decision- If I show you a more efficient way to solve for the need, are you in a position to make a decision
- 3. Set a date and time for stage 3 which is called hte strategy meeting
- 4. Referrals and introductions
- 5. BLANK- things they would like to add
-
3 types of presentations
- Standardized (canned)
- Outline
- Customized
-
Standardized (Canned) Presentation (Benefits and Disadv)
- Never changes- same for everyone
- Can't forget anything
- All you need is someone who can read (Cheap)
- No flexibility
-
Outline Presentation (Benefits and Disadv)
- A hybrid or combination of standardized and customized presentations
- Inexpensive with some flexibility
- Still not personal enough for some people
-
Customized Presentation (Benefits and Disadv)
- Looks Amazing- Like its from them
- Time (5 day notice and up to $1,000)
- Usually high net worth or heavy competition
-
5 characteristics of a strong presentation
1. Keeps the Buyer’s Attention- schedule plenty of breaks
- 2. Improves Buyer’s Understanding- Not to the point where they can sell it themselves
- Educate them just enough- but not enough to do it themselves
3. Helps buyer remember What was said. Speak to them in their personality type
- 4. Offers Proof of Salesperson’s Assertions
- Aggression is filled with emptiness
- Difference-
- Assertive people have conviction in their beliefs which translates through to the listener
- Can ignore someone raised voice if they get message through
5. Creates a Sense of Value- Residue of effective time management
|
|