Customer Selling Case Study

710 Words 3 Pages
After discussing the Customer Relationship Centered Selling process, the author goes into the preliminaries of a sales transaction. This is relatively similar to the discussions in the class about the importance of preliminaries and how a seller must approach a prospect. The author provides the first step, which he calls it the introduction. During this stage, salespersons should introduce themselves by providing the prospect with their name and who they represent. Additionally, during this stage, it is really effective to deliver a “wow” statement. This statement was introduced in the class, and it basically means that salespersons can deliver a statement that would attract the attention of the prospect. In other words, a statement that would …show more content…
This relates to the 7 steps for resolving objections discussed in the class. The book provides some of the most common customer objections. The author calls them the Four No’s, which include the objections of no need, no hurry, no money, and no trust. The way the author explains how to resolve objections is relatively similar to the process discussed in the class. First, salespeople need to ask for further clarification of the actual objection. Then, salespersons need to acknowledge the objection by confirming their understanding of the objection with the customer. Thirdly, sellers need to examine the type of objection given by the customer and with the purpose of finding the correct way to answer the objection. Then, after overcoming the objection, sellers need to confirm that the objection has been resolved in totality to avoid the objection to emerge again in the …show more content…
In summary, the types of decision made by salespeople involve deciding where is the customer position in the process, what trial closes to implement, what are the weaknesses and strengths of the company they represent, the weaknesses and strengths of competitors, what objections to anticipate when meeting the prospect, how to adjust the opening strategies according to the type of prospect, what form of support will be needed when approaching the prospect, and what type of personality the prospect will communicate during, before, and after the meeting. This principles correlate to the discussions of the class about the behavior during, before, and after the presentation that a salesperson needs to demonstrate to the

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