THE SALES CALL Step #1 The Approach Describe: 1)Your introd
THE SALES CALL Step #1 The Approach Describe: 1)Your introduction… THE SALES CALL Step #1 The Approach Describe:1) Your introduction to the buyer2) General conversation3) Reason / Benefit of taking time for this meeting4) Transition to business discussion Step 2 – Needs Assessment Potential Problems and/or Opportunities = NEEDS of Prospect Company Problem/Opportunity1-2-Benefit Solution1-2- Using SPIN present a list of the questions you will be asking the buyer to both uncover needs and confirm needs you are aware of. Use SPIN to make these needs important enough to take action. List two SITUATION Questions: 1) 2) List three PROBLEM Questions 1) 2) 3) List Three IMPLICATION Questions: 1) 2) 3) List three NEED-PAYOFF Questions: 1) 2) 3) Step 3 – Presenting Solutions What is your product/service recommendation and how will it meet the explicit needs expressed by your buyer? Describe and explain. The Sales Demonstration-Prove Benefits using Sales ToolsThe sales demonstration should transition from the needs assessment stage and provide an opportunity to present and prove the effectiveness of the solution Benefit Statement Sales tool that will prove Benefit #11- 1- Benefit Statement Sales tool that will prove Benefit #22- 2- Step 4 – Addressing Concerns – Overcoming Objections 1. Negotiation Worksheet Complete the table below for (3) Customer Concerns. The first must be a price objection Customer objection Type of objection Dialogue123 STEP 5 – Closing the Sale 1. Closing WorksheetComplete the table below for three (3) Closing Methods. Closing Clue Closing Technique/Method Closing StatementAsk for order(Prospect)123 Arts & Humanities Communications Marketing MRK 430
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