Chapter_10_Selling Flashcards
True sales person will put customers on first and develop long term relationship
True.
Ten steps for successful salesman
– Prospecting – Pre-approach – Approach – Presentation – Trial Close – Objections – Meet Objections – Trial Close – Close – Follow-Up & Service
Prospecting
Identify potential customers and qualify them on ability, willingness and authority to buy
Meet people on different gathering is which step？
Prospecting step
75%~80% of jobs obtained from networking
True
Pre-approach
Preparation and research
Approach
First Impression. Start from first meet
Presentation
Emphasis your FAB:
Features
Advantages
Benefits
Trial close
asking question on this stage and get feedback
Objection
Objection of high price. clarify why you think price is too high?
- too high than competitor: explain why
- too high for vendor: alternative payment option (address option right now)
When should I close the sale?
Ensure no objection
Minor trial close
Would you like this feature? Give the choice between two things not yes and no
Handling Objections
Q1: There is some reason why you are hesitating, may I ask what it is?
Q2: In addition to that reason is there any other reason why you might be hesitating?
Q3: If I address your concerns, would you then purchase the product/service?
Four sales force structures
– Territorial Structured
– Product Structured
– Customer Structured
– Complex Structures
How to assign workload?
(1,000)(36 3times a month for those important customers) + (2,000)(12) = 60,000
60,000 / 1,000 (per person make calls) = 60
