Term
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Definition
Qualify the Prospects
The main reason we need to qualify prospects in the sales environment is it helps us to shorten the sales cycle
Don't have to waste time on people that aren't going to buy your products
They have to have a NEED:
They have to have the NEED for our products
ASK
NETWORK
Ability:
they have to have the ability to pay for it
Authority:
have to have the authority to enter into a legally binding contract
-Primary decision makers
-one good way that keeps the person you first meet, but also satisfying your need to get to the primary decision maker?
--Ask if there is anyone else that needs to be at the meeting |
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Term
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Definition
1. Need for product by asking
2. Ability to afford it by range or budget
3. Authority to enter legally binding contract
-- presold is not a qualifier |
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Term
| Customer Attrition (moving) |
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Definition
Customer moves
Business closes or merge
Buyer leaves Position |
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Term
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Definition
REferrals
Friends
Family member
directories and yellow pages
Computerized database/ infousa
Trade Publications |
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Term
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Definition
Trade Shows
Web Site
Cold calling/ warm calling
Networking |
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Term
| Improving Quality of Prospecting |
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Definition
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Term
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Definition
Networking: You do the work
Referrals: Someone else does the work |
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Term
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Definition
.5- Pre-approach
1- Approach
2- Presentation
3- Demonstration
4- Negotiation
5- Closing
6- Servicing the Sale |
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Term
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Definition
.5- Pre-Approach
--Research
1- Approach
--Begin relation, then segue from personal/ social to business
2. Presentation
--Need Discovery
--Introduce F/B that will satisfy those needs
3. Demonstration
--Prove the Benefits
4. Negotiation
--Anticipate
5. Close
--Closing Clues
6. Servising the Sale
--Referrals and Repeat business
--Suggestive Selling |
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Term
| Example of the Pre-approach |
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Definition
| Call up Jack Johnson who is the head grounds keeper to see if they have real turf or field turf |
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Term
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Definition
Prepare Script
Identify Script:
-Identify Self
-State Purpose
What's in it for me?
Have to give the person on the other side of the phone a hook to make them stay on the phone more than 5 seconds by GIVING THEM A BENEFIT
Purpose is not to make a sale, it is to give them a reason to continue conversation and to hopefully do it in person
main person is the HOOK
Show Respect
Confirm Appointment
Developing Conversation
Compliments
Mutual Acquaintances/ Intersts; use referrals |
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Term
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Definition
-If you set an appointment for next Thursday, do you call to reconfirm the appointment?
-Confirm appointment IN the conversation
-Best way to get through the gatekeepers and get an appointment
--Start a relationship with the gatekeeper
----might be a secondary decision maker
--The VITO principle and referrals*** BEST WAY |
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Term
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Definition
Here and now observations
Pre-approach- find out things about people |
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Term
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Definition
Don't compliment them on their person
Compliment on the business |
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Term
| Mutual Acquaintances/ Interest; use referrals |
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Definition
ask if they would call or ask if you can use them as a reference when you call
best way is to have your referral call the other person to give you a little introduction |
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Term
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Definition
Product Demonstration Approach (if you don't have a referral, this isn't a bad way to do it but you need a hook)
Referral approach
Customer benefit approach
--the BEST approach is a combination of the referral approach and customer benefit approach
--the benefit is the hook
Survey Approach
--Call up and tell the person on the phone that you're doing a survey |
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Term
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Definition
1) NEED DISCOVERY
--Begins with pre-call preparation and continues with customer and salesperson engaged in dialogue
--create a dialogue, not a tennis match
a) ask appropriate questions
b) listen and acknowledge customer response
c) Establish a buying motive (buyer benefit)
2)INTRODUCE FEATURES/ BENFITS
3) NEED SATISFACTION
4) SERVICING THE SALE
----It's never too soon to start talking about your service because that may be the only thing that differentiates you with the competition |
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Term
| Types of Questions in Consultative Selling |
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Definition
Information- gathering
--questions that are ALWAYS at the BEGINNING of every meeting with your prosepect; trying to collect basic information
Probing question: Where is that?
--get them to give us specific and focused answers
Confirmation: Do you see the value.. .benefit... importance?
Summary Confirmation:
--3 features/ 3 benefits
--Sum up the main features and benefits
--Need least 3 |
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Term
| What's the Best Probing Question? |
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Definition
What's your budget/investment for jersey's this football season
HAS TO BE ASKED EVERY TIME |
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Term
| Example of a confirmation question: |
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Definition
Do you see the value in having piece of mind knowing for the next 5 years, you're not going to have to worry about spending 1 extra cent on your jerseys and if they get worn out, I'll send you a new one free of charge and free overnight ship it to you.
Do you see the value of saving $386 every 5th jersey you purchase, if you order over 800 jerseys, you will save over $16,000 in your purchase |
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Term
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Definition
| Before we take a look at the jerseys, I want to make sure I know exactly what you're looking fo in the next 5 years in jerseys. #1. The piece of mind blah blah #2. The savings of $16,000 blah blah |
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Term
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Definition
Prove the benefits (Step #3)
-Product
-models
-photos and illustrations
-portfolios
-Brochures/ collateral
-Graphs, charts, and test results
-Laptops and software
-Audiovisual technology |
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Term
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Definition
-Proof of benefits is far more persuasive with 3rd party support
-Current cusotmers make the best 3rd party testimonials
-Where do we find these customers?
----Databases |
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Term
| STEP 4: Negotiate Buyer Concerns |
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Definition
Objective: Anticipate buyer concerns and successfully overcome them
-win-win negotiations
----result in mutual respect, stronger relationships, and greater loyalty betwee salesperson and customer
Anticipate buyer concerns:
need
product
source
--difficult to change
Price
timing
YOU
--change
--ignore it
Price resistance
--one of the most common forms of buyer resistance
--one of the most common excuses
----price is the surface problem while these are the heart of the problem:
----------assistance from salesperson after heir sale
----------favorable credit terms
----------excellent technical assistance
----------quick delivery
----------Comprehension warranty
===========have to find out exactly what they don' tlike about your product or service
Price concerns
--Add value with satisfaction "cluster"
--Do not focus on price
--Do not apologize
----devalues product
--Point out price-quality relationship/perceived value
--Explain difference between price and cost |
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