Sales Mgt 4

8/9/2019 Sales Mgt 4

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Advance Steps in the selling process beginswith theApproachProbe for needConvince the prospectHandling objectionsCloseFollow up


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During preliminary steps in selling process,most of these activities take place prior tothe actual sales call.

In advance steps, the focus will be in thesteps involved in the sales presentationitself.


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After identifying the prospect needs, thesales person moves to convince the prospectthat the good or service will satisfy these

needs.It should beclear ,concise and

well prepared


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T he usual format involves the seller outliningthe items major features, mentioning itsbenefits and concluding by reporting on the

successful use of the product by others.Seek verbal agreement from the prospect onkey pointsSalesperson should try to narrow the

selectionUse negotiation skills


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Type of selling in which the seller relates toprospects needs by emphasizing the benefitsreceived from the product.

FeatureCharacteristics of a product

BenefitsPositive result the buyer will obtain

through purchase or use of product


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All salespeople encounter sales resistance

Sales resistance: Action or statement by aprospect that postpone, hinder (delay), orprevent the completion of sales.

Objection: outward expression of aprospects doubts or negative feelings abouta sales proposalObjection represent sales opportunities


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T iming

Price

Source

competition


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Prospectstates

objection

Listencaref lly

Askq estions

Respondto the

objection

Confirmyo

rresponse


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T he final part of the sales call is the close orrequesting the orderClosing is the natural peak of sales process.

Two key aspect of closing1. When to close?2. How to close ?


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Trying to close to too early or too late willgenerally result in a lost sale.

Salespeople determine when to close by

1. Observing buying signals

2. Using trail close


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Buying signals:Indications that the prospect is ready to

buy.T hese signals can be

1. Verbal: T he prospect may make commentin the form of statement or questionsuggesting willingness

2. Non verbal : Facial expression & physicalactions as body language

o Using a trail closeA prospects opinion should be tested


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Closing is simply asking for the order. T here aremany ways to do this.We can use several techniques:

1. Alternative close2. Assumptive close3. Gift close4. Action close5. One-more-yes close6. Balance sheet close7. Direct close


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Alternative proposal:In which a sales person offers the

prospect a choice between details.o Assumptive close:

Assumes that a prospect will make acommitment

o Gift close:T hat provides the prospect an added

incentive for taking immediate action


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Many sales person assume that the sellingprocess is completed when the sales is made.

Salesperson must always follow up on thesales

Long term relationship are built on integrityand effective follow up.

Documents

Sales Mgt 4