chap08PlanningtheSalesCallIsaMust.ppt

Planning the Sales Call Is a Planning the Sales Call Is a Must!Must!ChapterChapter8ChapterChapter8Main TopicsMain TopicsThe Tree of Business Life:PlanningStrategic Customer Sales PlanningThe PreapproachThe Prospects Mental StepsOverview of the Selling ProcessChapterChapter8The Tree of Business Life:PlanningGuided by The Golden The Golden RuleRule:Plan how to help people solve problems and fulfill needsPlan every aspect of the sales call so you will be organized and preparedPlan to present a specific solution to each prospects unique set of problems and needsYou will see that ethical service builds true relationshipsITCEthicalServiceBuilds T r u eRelationshipsTT TT T T TT TT TWhat Is Success?PurposePlanSuccessA baseball coach might define success as having more wins than lossesHer or his boss might define success as winning the national championship or the World SeriesHow Do You Define Success?You might define success as making an“A”Or you might define success as just passing this courseHow Do You Define Success?,contA salesperson might define success as making the sales quota this yearOr he or she might define success as being the top salesperson in the companyHow Do You Define Success?,contWhat is success when calling on an individual customer?If your purpose,plan,and goal are centered on helping instead of selling,can you fail?How Do You Define Success?,contWhat if your customer did not have a need?Did you fail?Yes or no?Can You“Not”Make a Sale and Still Be Successful?What if your product would not help meet your customers needs?Did you fail?Yes or no?Can You“Not”Make a Sale and Still Be Successful?,contThere are reasons you may not make a sale,but there should never be a reason that you do not meet the“purpose”of your business meetingWhy?Can You“Not”Make a Sale and Still Be Successful?,contYour purpose is to help someone!Can You“Not”Make a Sale and Still Be Successful?,contOnly Through Truth Can Trust Be Supported to Bridge the Gap Between PeopleStrategic Customer Sales PlanningThe PreapproachStrategic problem solving involvesStrategic needsCreative solutionsMutually beneficial agreementsExhibit 8-2:The Preapproach Involves Planning the Sales PresentationStrategic Customer Sales PlanningThe Preapproach,contReasons for planning the sales callBuilds confidenceDevelops atmosphere of goodwillReflects professionalismGenerally increases salesExhibit 8-3:Consultative SellingCustomer Relationship ModelExhibit 8-5:Steps in the Preapproach:Planning the SaleDetermine sales call objective(s)Develop/Review customer profileDevelop customer benefitsDevelop sales presentationAlways Have a Sales Call ObjectiveThe sales call objective is the main purpose of contact with a prospect or customerThe exception is a survey callExhibit 8-5:Steps in the Preapproach:Planning the Sale,contSet an Objective for Every CallThe precall objective have one or more!Focus and flexibilityFocus your efforts on the objective when you are with the customerBe prepared to switch to another objective if neededMake the goal specificMove customer conversation toward the objectiveSet a SMART call objectiveSMART Call ObjectivepecificeasurablechievableealisticimedSMARTExhibit 8-5:Steps in the Preapproach:Planning the Sale,contCustomer Profile Provides InsightReview information to create customized presentationSee what customer has done in the past to determine future needsIf you do not have customer profiles,get one for each customerExhibit 8-6:Information Used in a Profile and for PlanningExhibit 8-5:Steps in the Preapproach:Planning the Sale,contCustomer Benefit Plan:What Its All About!Steps in creating the customer benefit plan:Step 1:Select FABs for product discussionStep 2:Select FABs for marketing plan discussionStep 3:Select FABs for business proposition discussionStep 4:Develop suggested purchase order based on first three stepsExhibit 8-7:Examples of Topics Contained in the Marketing Plan Segment of Your Sales PresentationExhibit 8-8:Examples of Topics Contained in the Business Proposition Segment of Your Sales PresentationExhibit 8-5:Steps in the Preapproach:Planning the Sale,contThe Sales Presentation Is Where It All Comes TogetherWrite out all FABs for steps 1-3Write out suggested purchase orderNow you are ALMOST ready to create your sales presentationExhibit 8-9:Major Phases in Your Presentation:A Sequence of Events to Complete in Developing a Sales PresentationRapport-buildingUncover needsAttention,interest,transitionFeaturesAdvantagesBenefitsHow to resell(for reseller)How to use(for consumer and industrials user)Whats in it for your customers?Recommend what to buy in order to fill the needs uncovered in the presentationAsk for the business!Do not give up!Act as a professionalLeave the door open1.Approach2.Fully discuss your product3.Present yourMarketing 4.Explain yourbusiness proposition5.Suggested purchase order6.Close7.ExitWhat is Left in Creating Your Sales Presentation?As shown in Exhibit 8-9 you need to create your:Approach covered in Chapter 10 Close covered in Chapter 13Before You Can Pick Your Approach You Must:Select which presentation method to use covered in Chapter 9Prepare for anticipated objections from your prospect/customer covered in Chapter 12In Planning a Sales Presentation,You Should Consider:The prospects mental stepsWhat would the prospect be thinking as you give your presentation?Exhibit 8-10:The Prospects Five Mental Steps in BuyingHow Do You Obtain Someones Attention When You Begin Your Presentation?Show you are there to help!The proper approach is important!(Chapter 10)Your goal is to determine a need or problemHow Do You Keep Someones Interest in What You are Presenting?Show you are there to help!Quickly present major FABs that:Fulfill a needSolve a problemShow and tell as discussed in Chapter 11How Do You Build Desire for Your Product?Show you are there to help!Using your trial closes,determine if prospect is interested in benefitsWatch for nonverbal signals!GreenYellowRedHow Do You Establish The Conviction Your Product Will Solve Needs or Problems?Show you are there to help!Let the customer see how your products FABs will solve her needs or problemsYour trial closes will reveal whether the customer ready to buyHow Do You Know if Customer Ready to Purchase So You Can Close?Show you are there to help!Trial close response(s)give nonverbal signals that indicate positive beliefs that the product will fulfill needs or solve problems Overview of the Selling ProcessGetting the prospects attention and interest by having the prospect recognize a need or problem,and stating a wish to fulfill the need or solve the problemUncovering and answering the prospects questions and revealing and meeting or overcoming objections results in more intense desireDesire is transformed into the conviction that your product can fulfill the prospects needs or solve problemsExhibit 8-11a:The Selling Process and Examples of Prospects Mental Thoughts and QuestionsExhibit 8-11b:The Selling Process and Examples of Prospects Mental Thoughts and QuestionsExhibit 8-11c:The Selling Process and Examples of Prospects Mental Thoughts and Questions Summary of Major Selling IssuesCareful planning of the sales call is essential to success in sellingPlanning builds self-confidence,develops an atmosphere of goodwill,creates professionalism,and increases salesSales call planningHave a sales call objective that is SMARTDevelop or review the customer profileDevelop your customer benefit plan