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OLPD 3424 Final

Terms in this set (68)

Steps in the sales Cycle
1. Prospecting
2. Preapproach and telephone activities
3. The approach
4. Problem or Need discovery
5. Making the Presentation
6. Handling objections
7. Closing the sale
8. Service after the sale
Approach Definition
First initial contact with the prospect (potential customer)
Approach Objectives (4)
Make a good first impression, secure attention, develop interest, establish credibility
Factors of First Impressions (5)
Visual factors, physical actions, attitude, professional habits, building rapport
Weaknesses of First Impressions (4)
Based on emotions, behavioral traits don't show up immediately, behavior can be controlled by either party, an earlier event may influence either person's current behavior
Nonverbal Language
Aspects of appearance, affects first impressions even though it may actually provide limited or shallow insight on a person, dress the part
Types of Approaches (10)
Self-Introduction approach, consumer-benefit approach, curiosity approach, qualifying question approach, compliment approach, referral approach, education approach, product approach, and combination approach
Rule of 10
The first ten words should include a form of thanks
Self Introduction Approach
Weakest approach by itself, address prospect by name, state your name and company, present your business card
Consumer-Benefit Approach
Give the prospect a reason to listen, suggest a risk for failure to listen
Curiosity Approach
You should know something about the prospect, ask questions whose answers will reflect favorably on your product/service
Question Approach
Establishes two way communication, suggests interest in the prospect problems, allows you to apply your benefits
Qualifying Question Approach
Seeks a commitment from a prospect, determine if prospect is cold, lukewarm, or red-hot
Compliment Approach
Signals your honest interest in the prospect, must be sincere, specific, and of genuine interest
Referral Approach
Helps you establish leverage by borrowing influence of someone the prospect trusts and respects
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