CHAP 9: MAKING A SALES CALL Flashcards
Managing the buyer’s impression toward the
sales representative.
One of the most important ways to ensure a good first impression is to be well prepared.
Making a Good Impression
Being on time for a schedules sales call is critical to avoid giving the buyer a negative impression.
There is practically no good reason for not calling if you’re going to be few minutes late to the appointment.
Waiting for the Prospect
In the first meeting between salespeople and a customer or prospect, the first two or three minutes can be very important.
The entrance, like the presentation itself, can occur anywhere.
The key is for the salesperson to be adaptable to the situation and make an effective entrance for that particular scenario.
THE ENTRANCE
Physical Attractiveness of salespeople can influence
purchase intention of buyers.
Exploratory researchers have shown that gender can make difference.
The salesperson should not forget to smile, in 99 out of 100 times, you will receive a smile in return.
It is also important to remember prospects name and how
to pronounce them.
Very First
Impression
The salespersons first 12 words should include a
form of thank you.
The 12 inches from the shoulders up should
suggest high quality grooming.
The first footsteps should reflect confidence by
using erect postures, lengthy stride and brisk
pace.
Rules of Twelve
Salespeople should automatically extend their hand to a prospect, particularly if the prospect is seated.
Shaking hands should be the prospects choice.
Women should shake hands in the same manner do.
Handshaking
Time is very valuable to prospects and prospects concentrate their attention on the first minute with a salesperson to determine whether
they will benefit from interaction.
Selecting a Seat
_____________ how and what you do not thing changes a person’s
perceptions about things you do.
Halo Effect-
Some experts argue that the _________ name should be used in the
opening statement
customer’s
Use the ___________name in the opening and then use it sparingly during the rest of the call.
prospects
________- is a method designed to get prospects attention and
interest quickly and to make smooth transition into the next part of the
presentation.
Approach-
should be adaptable and be able to use any or
combinations of openings.
Salespeople
_______________state their names and names of their
companies and may hand the prospect a business card. It helps the prospect remember the salesperson name
and firm.
Simplest way to open sales call, but is also the least Salespeople effective way because it is unlikely to generate much
interest.
Salespeople
Using the name of satisfied customer or a friend of the prospect can begin a sales call effectively.
Successful salespeople always gain permission from references prior using them.
Referral Approach
The most widely used sales call opening.
This approach is effective for drivers and analytical
because it gets right to the point.
Benefit Approach
Involves actually demonstrating a product feature and benefit as soon as the salesperson walks up to the
prospect.
Its advantage is that it appeals to the prospect visually as well as verbally.
Product
Approach
Most people enjoy being praised or complimented,
but such an approach poses danger.
Insincere flattery is often obvious and offensive to
prospects.
Compliment
Approach
Beginning the conversation with a question or by stating
an interesting fact in the form of a question.
It gets the customers attention, motivates a response, and initiates two-way communication.
Socratic Approach- customer is queried as his or her opinion of crucial topic. Topics are usually related to the seller’s product and the buyers need.
Question
Approach
________ in selling is close, harmonious relationship
founder on mutual trust.
Successful salespeople engage in small talk more
effectively by performing office scanning, looking
around the prospects environment for relevant topic to talk about.
Developing Rapport
The best line of defense when something goes wrong is to maintain the proper _______________ and __________________.
It’s probably not the first thing you have done wrong and probably not to be your last.
The worst response by this salesperson would be to faint, perspective and sense of humor.
scream or totally lose control.
perspective and sense of humor.
