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72 Cards in this Set
- Front
- Back
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what are the steps of the selling process
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- prospecting
- preappraoch - approach - presentation - determine and meet objections - close - follow up - trial close |
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where can a trial close be interjected
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it can be injected anywhere during the demo if you feel the prospect is wanting to buy
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lead
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name of an individual or organization that may be a prospect
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prospect
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anyone who has the potential to buy the product
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suspects
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people who are opposite of prospects
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what are the five characteristics of a qualified prospect
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- does NEED exist
- do they have ABILITY to buy - do they have AUTHORITY to buy - are they SLIGIBLE to buy - is sale SUBSTANTAIL or PROFITABLE |
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what are the two types of need
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primary and secondary
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what is an example of primary need
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i need a car
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what is an example of a secondary need
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i need this brand of car
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What makes a prospect better
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the more requirements they meet
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what are the methods of prospecting
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cold canvas and cool canvas
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what is cold canvas
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it is when you put no critera in the sale ( does not exist)
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what is a cool canvas
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you put minimal critera on looking for prospects. prospects are a broad category
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what is a outline presentaTION
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it is when you put the presentation together and only have key points
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what are the advantages of the an outline presentation
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much more flexible, easier to keep on track, much easier to get parciptation
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what are the disadvantages of a outline
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only as good as you make it, not as expressive as you need to be
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what are the rules in an outline demo
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don't over visualize, make sure visuals are clear and understandable, avoid headlining
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rules when giving a group presentation
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- always give proper introduction
- always establish credibilty - cater to groups behavior style - don't get on one on one discussions - never discuss price until end of the demo ( as a general rule) and never discuss individual prices |
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what is a barrier
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any person that may prevent you and your intended meeting with your prospect
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what are several ways to get past barriers
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depend on companies name
command prescence slight disclosure or the mini demo |
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what are the elements of a good approach
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-have a psoitive mental attitude
-be properly dressed -refrain from eating and drinking or smoking -alwyas intiate a proper introduction -always get buyers attention immediatly -never ask permission to give sale demo -always let prospect know their time is valuable |
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how do you intiate a proper introduction
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- mention customers name first
- always offer handshake - tell them who you are - give business card |
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what are the four types of openings
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standard, complmentery, the referral approach, and the premium approach
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what is the standard opening / approach
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it is the basic opening, you just tell them who you are
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what is the complimentary opening / approach
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you open using compliments
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what is the referral approach
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it is when somebody sends you to see them
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what is the premium approach
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when you give them a gift like a mug or calender
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what is the product approach
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it is when you bring the product with you
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what is the showmanship approach
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opening with a joke or with something unique i.e . magic tricks
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what si the benefit approach
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open with a benefit like did you you know you could increase sales with our product
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question approach
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it is an approach that is great for one on one not group but ask what theya re looking for in the product. you let the customer dictate the demo. yet if the customer answers not sure or some road you can't go down
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what are other names for the question approach
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opinion and probe
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what is the shock approach
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open by putting the customer on the spot
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what is a presentation
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it is the visual and oral representation of the features your product
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what is a feature
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a charactersitc of your product
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what is a benefit
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what the feature can do for you
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what are the rules of a good presentation
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1. always make sure benfit is specific as possible
2. don't present a benefit that you can't prove 3. create your business proposition - here is what i am going to give you for what you give me |
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how can you build proof
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testimonials, referrals and case history, and research findings
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what are testimonials
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what others ahve to say about your product
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what is a key man
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it is someone who gives a testimonial and is well known
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what is a common man
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it is someon not weel knonw but realted to the market
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what two types of research findings are there
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independetn and company supplied
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what are the 12 basic principles of presenting a demo
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1. learn to dramatize
2. visualize 3. make sure your visual looks its best 4. use correct terminology and pronuciations 5. avoid infor or technical overload 6. speak clearly and at a resonable rate 7. utilizr effective eye contact and hand movement 8. attempt to control presentation setting 9. always maintain composure and control 10. always respect your compeititon for being a player but not the best solution to the problem 11. use approach - put in terms of the customer and encourage participation if possible 12. practice |
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what are the six rules to selling to a group
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see if there common traits to the group
- use visuals - limit questions to a specific time - don't attempt one on one closings or negotiation - always mantain control - know what you are talking about |
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why should you welcom questions and objections
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it lets you know where they are coming from
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what is an objection
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a sincere resistance to some aspect og the sales demo and a no answer to one of the 5 buying decicions
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what are the five buying decisions
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need, product, source, price, time
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what is an excuse
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an insincere resistance to some aspect of the sales demo
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how do you know if it is a excuse or objection
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use a parrall track question or the direct or why question
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what is an example of the parrall track question
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is their any other reason ...
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what are ways to handle objections
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agree and counter, direct denial , compesating method , interrogation, admit ignorance
( there is no best way ) |
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what is the agree and counter
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like if a myth about your product or problem with your product is no longer there. you agree and counter it
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what is direct denial
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tell them that is not the case. be careful you could be calling them a liar
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what is the compensating method
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ie. i understand 50,000 is alot of money but let me show you what you get for that....show them what they get for their investment
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interrogation method
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when you ask why
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admit ingnorance
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going to try to let the group or person know the question is not relevant -- tell them you don't know but will let them know when you find out
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what are the rules on handling an excuse
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1. attempt to determine if the objection is valid ( an excuse is not valid and can be found out by using probe)
2. fit your answer to your customer's situation 3. tend to capitalize on a successful objection handling 4. always maintain control |
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when does a closing occur
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when you get a yes to all 5 buying decisons
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why are closing hard
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poor demos, do a por job creating need for product, inaapropate timing
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when do you close
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you start closing immediatly, or look fro cues that customer is moving to closure ( he or she is thinking purchase )
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what are types of closing cues
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physical and spoken
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what is a physical cue
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somthing a customer has done to let you know to close ( leave walk out, look at watch, yawn)
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what is a spoken one
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customer asks about delievery, installation
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what are the types of closings
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the professional close, the assumption close, closing on a choice, sro close, premium close, emotional close,
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what is the professional or direct appeal
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you ask the person if they are ready to buy at this paticualr time
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what assumption close
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you never really ask for the order you just assume it and jump a step beyond
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what is closing on a choice
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ask which one they want ie. would you like the blue or silver car
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what is the sro close
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standing room only - i let you know the decison you make today is limited. you nudge them to do it today ie. you do not buy today i must tell you the price is going to increase 6%
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premium close
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gives you another benfit if they decide to buy today
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emotional close
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use the emotional judgment to close ie; would you really want me to leave this office knowing full well you could be throwing away an oppurtunity
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rules for close
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1. always get your order in writing
2. be sure to discuss your past sale 3. make a quick departure 4. act natural |
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closing to group
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- introduction - got in questions
-reverse introduction - ladies and gentlemen if there are no additonal questions - summation close - give a mini demo at the end |
