Steps in the Sales Process (Road to the sale (7.Trial Close: Test how…
Steps in the Sales Process
Road to the sale
Attitude: Manner and disposition
Greeting: What to say and not to say. Rapport
Fact finding: What is wanted. Put on right product.
Appraisal: Used when trading in. Sets up demo
Selection: Identify the correct product
Demonstration: Features, Advantage, Benefits. Create Urgency
7.Trial Close: Test how close to purchase
8.Service walk: Walk through company, and build credibility
Write-up: Write-up all customers
Negotiations: Come to an agreement that all parties can agree on
Close: Exchange value
Delivery: Deliver the product so that they are happy
Follow-up: Stay in touch to ensure satisfaction, and future puchase
Cold Calling (MOP)
Reason for the Call
What is in it for them
2.Where did you get name
What can you do for them
For an elevator pitch or vm go through all
Greeting: First name
Reoccurring Problem (Past). Do you qualify... What is the problem you'd like to solve. Have they done this in the past or considered.
When is the last time... Have you ever...Why have you not...
2.Magic Problem (Future):Future want.
Why have you not done this already... If we could solve a problem, what would it be.
Money Question (Commitment): Why would you spend money in this? Buyer has to close themselves.
If I could show you a solution to magic questions would you...If I could only do half...
Decision maker: Find out who the other decision makers are. Understand you are the decision maker, but others might be involved
Have nothing to sell,and don't need much time. Can I have your attention for 20 sec. Get agreement. To be sure I'm not wasting your time
Lock down appointment. Any reason you can't...
I hear you. I understand
Other than objection, is there any reason you would not...
Move in the direction of the objection
Every customer complained about the price
After I gave the customer more information, they realized that they would have to be suspect of the quality of the product. Quantify
Probe to single objection
Tie down to one objection