Professional Documents
Culture Documents
By: Ankit Mehta Sneha Jadhav Vikram Choudhary Sumanth Jain Devika Rani
Approach to Customers
Follow Up Action
Sales Presentation
Pre-Sales Preparation
Helps a salesperson to present a much credible picture to the customer. Develop customer-oriented attitude. Aware about the credit policy of the organization.
Prospecting
Identifying potential buyers who have the need for the products/service offered by the company. Salespersons identify three sets of customer in prospecting stage. Lead = need & desire to purchase but no ability purchasing power. Prospect = have demand & can get sub benefit from buying. Qualified = need + ability to buy but needs further persuasion about product delivery.
Process of Prospecting
Who is the prospect? Identify & define the prospects Where can we locate them? Search for source of potential Accounts. Distinguish suspect & Prospect. Qualify the prospects from the suspects.
Methods of Prospecting
Cold Canvassing/ Cold Calls. Prospect pool. Centre of influence. Direct mail. Endless Chain Customer Referral.
Salesperson must understand the personal needs of prospect to know the way the prospects think. He must study customers behavioral pattern by listening to him patiently, questioning him without offending and observing the non-verbal cues like body language and dcor of the prospects environment. Salespersons must always make FAB analysis of every prospect. Feature; Advantages and Benefit of the product to the prospect.
Creating high level self confidence before meeting customer. Developing an atmosphere of goodwill & trust. Creating an image of professionalism. Setting high selling targets before making a call.
Sales Presentation
This involves a persuasive vocal and visual explanation of a business proposition Developing an effective presentation by using certain guidelines- planning, use of technology, benefit plan, Prospects Language.
Superior feature method Yes but method Reverse English method Indirect denial method Pass out method Comparison method
Direct denial method Another angle method Narrative method Testimonial method Question or why method
Follow up