- Selling at the most fundamental level is only two steps: 1 st
Lower resistance 2 nd Deliver your message SELLING AT ITS MOST
BASIC LEVEL
Slide 5
Lower resistance Ask questions and qualify Present your
solution Close Agree to your next contact STEPS OF A SALES
CALL
Slide 6
FIRST PUBLISHED IN 1925 Ford Motor Company Model T Specialist
Dealer training manual From the book Birth of a Salesman By Walter
Friedman
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1) What could happen if any step were left out? 2) How could
that missing step impact the success of your sales call? TABLE
DISCUSSION HOW IMPORTANT IS EACH STEP?
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Goal #1 Keep control of sales call - Instead buyer controlled
conversation Goal #2 Focus time to cover most important values and
uniqueness - Not in a price driven market THE THREE GOALS OF
MASTERING THE STEPS OF A SALES CALL AND SUCCESS IN SELLING
Slide 9
Goal #3 Act and sound like consultant trying to help instead of
salesperson trying to sell - Ask more questions - Let buyer talk -
Stop selling drills - Building long-term relationships of trust THE
THREE GOALS OF MASTERING THE STEPS OF A SALES CALL AND SUCCESS IN
SELLING
Slide 10
Working Through the Steps of a Sales Call
Slide 11
Lower resistance Ask questions and qualify Present your
solution Close Agree to your next contact STEPS OF A SALES
CALL
Slide 12
1) Talk in their language not yours - Be careful of industry or
manufacturer tech 2) Act more professional than competitors - Never
talk negative about competitors - Dont deal out brochures or price
quotes - Always dress professional - Be respectful of your
customers time & space FIVE IDEAS TO HELP LOWER A CUSTOMERS
RESISTANCE
Slide 13
3) Focus on talking about customers interests and comfort zones
not yours - Three major comfort zones of buyers: FIVE IDEAS TO HELP
LOWER A CUSTOMERS RESISTANCE People
TechnicalBusiness/Financial
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4) Utilize the Four steps of opening a persuasive conversation
1) My name is 2) Im your area sales rep for Mill Creek Lumber 3)
The reason for my call today is to 4) Is this a convenient time to
be calling? - Use as opening face-to-face or on the telephone FIVE
IDEAS TO HELP LOWER A CUSTOMERS RESISTANCE
Slide 15
5) Listen before you start talking and presenting - Dont be
guilty of Ready Fire Aim - Everyone believes they are unique - Even
standard solution needs to look like a unique fit before they will
buy FIVE IDEAS TO HELP LOWER A CUSTOMERS RESISTANCE
Slide 16
Lower resistance Ask questions and qualify Present your
solution Close Agree to your next contact STEPS OF A SALES
CALL
Slide 17
1) Identify customer's needs 2) Learn about environment and
business 3) Qualify to make sure worth time - Discuss favorite
questions for each THREE GOALS OF THE QUESTIONING AND QUALIFYING
PROCESS
Slide 18
1) 1 st question in Step 2 needs to lower resistance - Mind if
I ask you a few questions about what your doing now? FOUR IDEAS TO
HELP ASK QUESTIONS AND QUALIFY YOUR CUSTOMERS
Slide 19
2) Ask all questions and have complete understanding before
presenting - Question - Present - Question Present raises
customer's resistance FOUR IDEAS TO HELP ASK QUESTIONS AND QUALIFY
YOUR CUSTOMERS
Slide 20
3) Only ask enough to sellnot to install 4) Use Open Ended and
Closed Ended questions - Examples of Open Ended questions -
Examples of Closed Ended questions FOUR IDEAS TO HELP ASK QUESTIONS
AND QUALIFY YOUR CUSTOMERS
Slide 21
Lower resistance Ask questions and qualify Present your
solution Close Agree to your next contact STEPS OF A SALES
CALL
- You gain competitive advantage by being more interactive
Feature Advantage Reaction UTILIZING FEATURE - ADVANTAGE - REACTION
SELLING TECHNIQUE
Slide 24
1) Keep it simple Dont over-present 2) Dont sell drills sell
how they can make better holes FIVE IDEAS TO HELP PRESENT YOUR
SOLUTIONS
Slide 25
3) Visuals help focus and retain selling messages 4) Make
detailed notes after calls to remember what presented or discussed
FIVE IDEAS TO HELP PRESENT YOUR SOLUTIONS
Slide 26
5) Keep presentations relaxed and low pressure (and low
resistance) FIVE IDEAS TO HELP PRESENT YOUR SOLUTIONS
Slide 27
Lower resistance Ask questions and qualify Present your
solution Close Agree to your next contact STEPS OF A SALES
CALL
Slide 28
1) Critical to ask for the order on every contact or sales call
2) Asking for the order is least important part of sales call and
selling process FOUR IDEAS TO HELP ASK FOR THE ORDER
