Road To The sale Flashcards
To know the steps in the sales process
- Attitude
Manor, disposition, or feeling about something. Mental state, expectation, dress, posture, and facial expression. That “X” factor
- The greeting
What to say, what not to say, and how to handle the customer to build rapport, get on common ground and move into the following steps. This step is critical
- Fact finding
Questions asked to determine what is vital, what is wanted, and what is absolutely critical to your buyer so you can put them on the right product and know how to communicate in a way that builds value.
- Appraisal (Buyer Profile)
Used for trade-ins but should also be used when there is no trade. Setup selection, demonstration and is vital to the negotiations so that you know how to structure your transaction.
- Selection
Vital step for identifying the correct product(s) that is most suitable to satisfying your buyer’s wants and needs and their buying patterns
- Demonstration
The time taken to show the features and benefits of the product selected. Demonstrated in a way that creates urgency for ownership right now.
- Trial close
Tests where your buyer is the ownership process and determines whether the product selected is right for them and how close they are to purchasing.
- Service walk
Used to demonstrate the strength of the company in servicing them after the purchase
- Write up
Vital step. Presenting a proposal and entering into negotiations. Without a write up all the steps before leading up to this are a waste of energy. Write up every customer, NO EXCEPTION.
- Negotiations
Coming to an agreement all parties can agree on
- The close
Specific technology to get agreement and action, to exchange something of value with each other.
- Delivery
To make sure the customers happy and knows how to use the product. Improves customer satisfaction score ensures repeat and referral business.
- Follow up
Creatively stay in touch with your customer to ensure repeat and referral business
