sales process
DESCRIPTION
TRANSCRIPT
3 Step Selling
Prospecting
Getting In the Door
Staying In the Door
Prospecting
Getting In The Door
Initiate the Contact Telephone Written
Communication 8 Seconds Opening
Introduction Pleasantry Hook Name Ending Question(Get a favorable Interruption)
Staying In The Door
Probing
Sales Presentation
Objection Handling
Closing The Sale
Follow Up
Probing
Process of asking questions to uncover the prospect’s needs to be able to present a solution that addresses his problem.
Through open ended questions, try to uncover benefits important to your customer.
Don’t Be afraid of asking questions because probing helps in Building rapport with the client Identify his stated and hidden needs Increase customer’s comfort zone
Sales Presentation
Be on time & prepare. Have your visiting card, sales brochures, etc ready.
Impress the customer with your good grooming & etiquettes.
Be excited about what you’re offering. Ask yourself, “So What” before you
explain each feature of your product. Use testimonials of your past customers Don’t confuse him by giving too many
options.
Objection Handling
Objections indicate that the sale is progressing and the customer is considering your product.
Disguised as objection, is a hint on how he will buy.
Anticipate objections that are likely to be raised and rehearse the answers. I want to think over it I will discuss with the decision maker Not ready to buy now You’re too expensive
Steps in Objection Handling
Found – Unless he tried and found otherwise
Felt – Someone else also felt the same
Feel - Tell you know how they feel
Acknowledge - Their statement
Clarify - Ask what do you mean.
Most Common Objection
What price can you afford? What would you be willing to
pay? What did you have in mind? How much “too expensive”
is it? If the price was not an issue
would you go with this?
You’re too
expensive
Closing
Recognize The Buying Signals• Verbal▪ Starts asking questions of his concern like rates,
guarantees, delivery▪ Tells about the problems he is facing with his present or
past vendor▪ Asks you to repeat certain parameters
• Non Verbal – Thinking or speaking fast Don’t delay the closing for the FEAR of losing the sale Sell on Tangibles but close on Intangibles The best way to formalize a new business
relationship is to encourage the prospect to tell you what to do next
Follow Up
Not all sales are closed on Day 1 Make the most of every prospect. Don’t throw
away a single lead Follow up never makes you sound Pushy, your
tone of follow up might Don’t make too many calls within a brief period of
time Make a follow up schedule and stick to it Focus on value addition in each follow up In your follow up get commitment to the next step Follow up after closing the sale and delivering the
product too.
Praise = Sales
Seek references from your suspects , prospects & customers
The best time to seek a reference is when you’ve don’t something special for them or they have given you a compliment
Tell your client who could be a possible reference
Reward the client
Testimonial
Seek a testimonial only if you have done a significant value addition to the customer.
If you see the customer praising you, your products or your organization, instantly request for a testimonial on a blanks sheet or his letter head.
Add the testimonial to your prospect letters, website, etc.
Selling to Special Customers?Let’s talk about your Financial Goals and here’s how we can help you meet your goals.
Sales Approach
VENDOR Supplies
PRODUCTS Offers a DISCOUNT
Tries to close the sale
CONSULTANT Supplies PROFITS Offers Return on
Investment Allows the
customer to close the saleSTOP SELLING PRODUCTS
AND SERVICES AND START SELLING THE FINANCIAL
IMPACT THEY CAN MAKE.
Consultative Selling
Contact
Prospect
First Contact
Qualify Buying Influences
Uncover
Needs
Survey
Pencil Solution
Present Proposal
Close Agreement
PARTNER
INSURANCE AGENTS ARE LIKE TOASTERS
No body knows how good or bad is an agent unless there is a claim.
If everything is GOOD, the customer can be persuaded to consider other agents or better rates.
The real challenge in retaining the clients is BEING FACELESS.
You Must Be Known For Something.
BRAND YOURSELF!