09 Sales

Question 1

What is the purpose of a sales pitch?

Answer 1

To sell your product/service to customer.

Question 2

What does a Sales Pitch provide?

Answer 2

Knowledge for customer to develop positive personal beliefs toward product = desire or want of product.

Question 3

What does one need to do as a seller?

Answer 3

• Turn want into need
• Attitude that your product is best to fulfil that need.
• Then buyer will move onto conviction stage of mental buying process.

Question 4

What are the typical steps of a sales pitch?

Answer 4

• Give knowledge
• influence beliefs
• Arouse desire
• Affect attitude
• Gain conviction
• Success.

Question 5

What are the three essential parts of the pitch?

Answer 5

• Features: what product can do
• Advantages: why it is helpful
• Benefits: what it means for potential customer

Question 6

What is the SELL sequence/general process for a sales pitch?

Answer 6

• Show the features
• Explain Advantages
• Lead into Benefits
• Let Customer talk
• Involve in trial or demo
• Why should they choose you?
• Manage objections
• Create urgency (try close sale)

Question 7

What is the Sales Pitch Mix?

Answer 7

Elements the salesperson assembles to sell to prospects and customers.

Question 8

What are the elements of a Sales Pitch Mix?

Answer 8

• Persuasive Communication
• Personalise your relationship
• Participation

Question 9

What are the types of persuasive communication (via suggestions)?

Answer 9

• Autosuggestion
• Direct and indirect suggestion
• Prestige
• Suggestive proposition (use similes, metaphors & parables)

Question 10

What are the factors and results of personalising your relationship?

Answer 10

• Be approachable and friendly, use body language.

- Shows customer you care, be empathetic, builds trust.

Question 11

What can one do for participation (via product use)?

Answer 11

• Let them see, hear, smell, touch, taste, wear product. Use trials and testers.
• Purchases are often emotional and senses appeal to emotions.

Question 12

What can one do for participation (via demonstrations)?

Answer 12

• Show product by letting customer use it
• Lets customer visualise how they would use it, reduces uncertainty and resistance towards product, gets customer’s attention.

Question 13

How does one prepare for presentation difficulties?

Answer 13

• Handling interruptions

- Don’t refer to competition, acknowledge then drop, make detailed comparison, be professional.

Question 14

How does one improving selling?

Answer 14

• Ask questions to gather information and uncover needs, gather.
• Emphasise importance of those identified needs, respond.
• Use a benefit summary and action plan that requires commitment when closing (deliver).
• Establish balanced dialogue with customer.