ets sales process training

SALES PROCESS TRAINING

4 Step Sales Process

Lead Generation

Introduction Meeting

Presentation Meeting Close

Meeting

Lead Generation

Door to DoorTelemarketngEmail Marketing

Intro Meeting

1• Establish comfort level and expectations

2• Company Introduction

3• Gather Information and

4• Deduce client problems

5• Discover buying cycle and timetable for client

Presentation Meeting

Develop and present solution

Present feature/benefit analysis

Uncover Objections

Present “Next Step”

CLOSE, CLOSE, CLOSE!!!

Represent feature/benefit

analysis

Represent “next step”

CLOSE

Questions

• What are your Responsibilities (headaches)?

This question measures the prospects ego. It also tells you about this persons personality type and the way they think.

Questions

• What are the biggest challenges you face in …?

most salespeople try to uncover problems instead of focusing on challenges. Most prospects will open up to you and discuss their challenges.

Questions

• What qualities are you looking for in an IT company?

This is a specific question as to what a prospect is looking for. It also will give you an indication of the prospects understanding of the products.

Questions

• . In addition to price, what other criteria do you have for making a decision?

This tells you what and who will be involved in this process. It also explains the timetable for the decision. This question can also be used to see if the prospect is serious or just shopping.

Questions

• How would you measure success when you use our services?

This will give us a good indication of what type of customer this prospect will be. Operations will appreciate this. It is also a question that lets the prospect know we are serious about service.

Objections

• Sell yourself• Sell the companyTrust

• Sell the features• Sell the benefitsUnderstanding

• Sell service• Sell valuePrice

Most Common Objections

Obj. 1• “We already have someone

who takes care of that.”

Obj. 2• “We don’t need that, we

don’t have any downtime.”

Obj. 3• “We are currently under

contract.”