Sales Call Process (8 Steps)

1. Preparation Prior to Sales Call

Analyze yourself whether you are ready to make a successful sales call or not? o Well Dressed o Attracti e Personality o !resh "reath o Shoes polished o Confident a#out yourself $ your product (s) %earnin& a#ility a#out the person (s) and their #usiness (es) Confident a#out all the products' materials' #rochures' promotions' etc(? Answer the three important pre)call *uestions+ A( What is the &oal of the call? "( What do , need to learn durin& the call? C( What-s the ne.t step after the call?

2. Greeting and Introduction /#ser e the customer (s) (e(&(' "ody %an&ua&e' awards' pictures and so on)? !ind out a#out the prospect-s personal interests' ho##ies' and family and so on? !ind out the names of contacts in the account and write them down? "rid&e to the #usiness topic smoothly? %isten more than , spoke? (,deally' you should spend 01 percent of your time listenin& and only 21 percent talkin&() Ask the customer a#out their #usiness &oals? Ask the customer what challen&es the company is facin&? 3. Qualifying !ind out who the decision)makers are #y askin& 3Who else #esides yourself mi&ht #e in ol ed in the decision)makin& process?3 Ask what process they normally &o throu&h when considerin& a new endor? !ind out how and why they made the decision for their current product or ser ice (assumin& they are replacin& a product or ser ice)? !ind out what their time frame is? !ind out if funds ha e #een allocated))and how much? !ind out their specific needs? Ask if they could chan&e somethin& a#out their product or ser ice' what would it #e? 4. Surveying

Ask open)ended *uestions (who' what' where' when' why' how' how much' tell me a#out it' descri#e for me)? Ask a#out the corporate structure? Ask a#out the prospect-s role at the company? Ask what-s important to them? Ask what-s interestin& to them and then focus on that? Ask what risks they percei e? Ask how we can help sol e their pro#lems? Ask what they think a#out our company? Ask what they like and dislike a#out their current endor?

Ask how industry trends are affectin& them? Ask 3what if?3 *uestions? Ask what they would like to see from a endor and salesperson in the area of support after the sale? Ask what their short)term and lon&)term &oals are? Ask how , can #ecome their most alued endor? Ask what is our ne.t step? 4sta#lish a specific follow)up schedule? Parrot the prospect to encoura&e him to e.pand' ela#orate and &o into detail a#out each answer? 5. Handling !"ections %isten to the entire o#5ection? Pause for three seconds #efore respondin&? 6emain calm and not defensi e? 7eet the o#5ection with a *uestion in order to find out more? 6estate the o#5ection to make sure we a&reed (communication)? Answer the o#5ection? Complete the si.)step process? 8( %isten 9( Define 2( 6ephrase :( ,solate ;( Present solution <( Close (or ne.t step) #. Presentation Prioritize the prospect-s needs? =alk a#out #enefits to the customer? >se layman-s terms? %ink the #enefit to the prospect-s needs? ?erify each need #efore mo in& on? Present myself' company and product in a positi e li&ht? 6e)esta#lish rapport? Ask if anythin& chan&ed since our last meetin&? Pre)commit the prospect? @i e a &eneral o er iew of the product or ser ice? Aeep the presentation focused on the customer-s needs? ,n ol e the customer in the presentation? Summarize the prospect-s needs and how our product or ser ice meets those needs? $. Closing @et the customer to identify all possi#le pro#lems that mi&ht #e sol ed #y my product or ser ice? @et the customer to identify the alue of sol in& the identified pro#lems? @et a&reement that the proposed solution pro ides the alues identified? Ask for the order (3Why don-t we &o ahead with this?3)? %. Custo&er 'aintenance

Write thank you letters for appointments' orders and so on?

4arn the ri&ht to ask for reference letters and referrals? 4sta#lish a schedule for follow)up calls and customer isits? Ask for referrals (3Do you know three people who could #enefit from my product and ser ice like you did?3)? Send thank you notes to lost accounts? Ask what are three important thin&s we can do as a endor to keep our relationship stron&? =his checklist will help you stay focused( 4 ery time you schedule a sales call' run throu&h this list #efore)hand to make sure you-re prepared))and after the isit to see what you can do ne.t time to make the call run more smoothly and increase your chances of success(