Upgrade to remove ads
Only $2.99/month

PRO SELLING FINAL

Terms in this set (49)

Preapproach
involves preparing presale objectives and presentation plan
impression
attention
interest
Approach involves making good ______________, securing ____________, developing _____________
Shorten sales cycle
add value/credibility
develop presentation objectives
Why Pre-Approach is important:
participant
influence
involved
silent
Selling to a Buying Team
Must satisfy both the individual and collective concerns of each ____________
Determine the role of each decision maker and their amount of ______________
Make sure all are ____________—do not ignore
Discover any _______ team members
Approach
Presentation
Demonstration
Negotiation
Close
Servicing the Sale
Six-Step Presentation Plan:
Credibility
is an impression that people form about you; grows when the customer realizes you are competent and canadd value
Approach
Initial contact with customer
Often a phone call
rapport
attention
discovery
Three objectives of approach
Build ____________
Capture full __________
Transition to need ____________ stage
advance
Identify
purpose
estimated
note
Practices to employ
Plan in __________
_________ self and firm
State __________ of call
State ___________ length
Confirm via ________
prepared
brief
benefits
call
Repeat
referrals
Using Voice Mail
Be ____________
Be _______
Give likely _______________
Give best time to ______ back
________ your phone number, slowly
State any __________
subject
encourage
front
grammar
signature
Using E-mail
Meaningful _________ line
Tell reader what you want, then ____________ a response
Put important information up _______
Always use ___________ and spell-check tools
Use "__________" file
impressions
observations
compliments
mutual
Social Contact
First few minutes are key in first _____________
Develop conversation by:
Here and now _______________
Sincere _________________
Search for ___________ interests, acquaintances
risks
presentations
confidence
evaluation
rejection
Sales Call Reluctance Can be caused by:
Fear of taking ______
Fear of group _________________
Lack of self-________________
negative self-______________, physiological symptoms
Fear of _____________
listening
attention
Paraphrase
notes
Listening and Acknowledging
Develop active __________ skills
Focus your full _____________
___________ the customer's meaning
Take ________
Situation
Problem
Implication
Needs Payoff
SPIN approach:
Persuasive
Informative
Reminder
Presentation Objectives:
questions
response
motive
Need Discovery
Ask appropriate ____________
Listen and acknowledge customer _________
Establish buying ___________
Agenda
Product
Customer Benefit
referral
question
survey
premium
Arousing prospect interest and attention:
consultative
contact
Approach:
Review ______________ selling model
initiate customer ___________
needs
Solution
Presentation:
Determine Prospect __________
Select ____________
initiate sales presentation
objectives
consultative
Six
worksheet
Strategic planning for the approach:
Review Presentation ________________
Review ______________ selling model
Review ______ Step presentation plan
Prepare an approach ___________
telephone
social
business
Actions during the approach:
Informative Presentation Strategy
Emphasizes facts
Commonly used to introduce new products and services
Stress clarity, simplicity, and directness
Less is more—beware of information overload
Persuasive Presentation Strategy
To influence the prospect's beliefs, attitudes, or behavior and to encourage buyer action
Used when a need is identified
Subtle seller transition from rational to emotional appeals
Requires training and experience to be effective
Reminder Presentation Strategy
Also known as "reinforcement presentations"
Maintains product awareness
Good when working with repeat customers
Sometimes a dimension of service after the sale
telling
showing
involving
Demo=______________+__________________+_________________
one
Quantifying
senses
Anticipate
ownership
Demonstration
Cover ______ idea at a time
_____________ the solution
Appeal to all __________
___________ questions
Give customer a feeling of ___________
rehearse
Multisensory appeals
help involve prospect and build desire for the product
variety
hands-on
Balance Telling, Showing,and Involvement
Demonstrations should be balanced and have _________
Try to give prospect "____________" experience
appealing
attention
different
Make features and benefits ____________
Must gain ___________ and increase desire for product
Create ___________ ways of looking at problem and solution
Decide
tools
Demonstration
_________ what to demonstrate
Select selling ________
process
middle
win-win
Negotiation is a _________
Reach a ________ ground
relationship selling= ___________ philosophy
need
Product itself
Source
Pricing
Timing
Customers may have concerns related to:
established
popular
Associates
Present
The Product Itself
Product not well _____________
Product will not be ___________
__________ did not like the product
_________ product/system is satisfactory
discounts
profits
Transactional buyers seek low prices:
Empowered salespeople able to apply various ____________
Downside, lower ________ and lower commissions
clarify
value
focal point
relationship
demonstrate
concessions
Dealing with Price Concerns
Do ________ price concerns with questions
Do add _______, stress service
Do not make price __________
Do not apologize for the price
Do point out price/quality _____________
Do _____________ difference between price and cost
Do not make _______________ too quickly
stall
benefits
Concerns Related to Time
Also known as "the _______"
Usually customer does not perceive _________ of buying now—or sees both positive and negative in product
stop
stall
search
Objections:
execution
planning
Negotiation(process):
genuine
excuses
seeking more information
Objections
Stopper=
stall=
searchers=
concerns
methods
Negotiation
Anticipate buyer ___________
Plan negotiating __________
Address
Validate
agreement
cues
Execution of Negotiation:
___________ customers concerns/objections
__________ the problem
try to find a point of _____________
be alert for verbal and nonverbal closing ______
pressured
partnership
"Some closing methods can move the customer from indecision to commitment. When these methods are used effectively, the prospect will not feel _____________."
"Closing should be thought of as the beginning of a long-term ______________."
proposition
Review the value ______________ from the prospect's view
Loss of options
Fear of failure
Social or peer pressures
Reluctance can be due to:
dominant
multiple
tough
surprises
confidence
Guidelines for Closing Sales
Focus on ___________ buying motives
Longer selling cycles require __________ commitments
Negotiate _______ points before close
Avoid ___________ at close
Display ___________ at close
once
clues
strategically
pressure
reluctance
Guidelines for Closing Sales
Ask for order more than ________
Recognize closing ________
be ___________ prepared
Avoid _________ tactics
deal with buyer ____________
Questions
Recognitions
Requirements
Verbal clues:
Facial
nods
toward
intently
Nonverbal clues:
________ expression changes
Prospect ______ agreement
Leans ________ you
Examines product literature _________
YOU MIGHT ALSO LIKE...