Transactional approach affiliative approach Consultive selling/ need

satisfaction selling/ problem – solution selling

Prospect- the sales personal obtains contact information about prospects.

The purpose is to find a ‘mad’ buyer Sources of information could be-

external, internal and personal

More detailed information regarding his tastes preferences is gathered from various sources.

The first official contact Your speech should be such that he

is ready to talk to you and meet you also.

Methods to obtain attention can be- Referral approach Introductory approach Premium approach Arousing curiosity Compliment approach

Demonstrates the product, explaining the features and stating its benefits.

The objective is to induce a desire for the product.

F- features E- evidence B-benefits A-agreement

Visualize- help the prospects to visualize

Demonstrating the product Presentation technique-

customized, partially standardized and standardized.

HAVE TO REMOVE ANY NEGATIVE IMAGE AND CREATE A POSITIVE ONE

SOME TECHNIQUES OF HANDLING OBJECTION-

COMING TO THAT INDIRECT METHOD-INOFFENSIVELY

DENYING THE OBJECTION, USE OF HUMOR

COMPARITIVE ITEM METHOD- SALES PERSON SHOULD BE PREPARED WITH MORE THAN ONE PRODUCT

ITS IN YOUR HAND-ACCEPTING THE OBJECTION AND ASKING PROSPECT TO DECIDE.

COMPENSATION- AGREEING ALSO , BUT OFFSETTING IT BY SOME ADVANTAGE.

CASE HISTORY MTD – DESCRIBING THE BENEFITS ACRUED TO OTHER USER.

PURPOSE TRIAL-ASKING THE PROSPECT TO USE THE PRODUCT ON TRIAL BASIS.

LISTEN PATIENTLY TO THE OBJECTION

SAY IT BACK IN A ‘GIST’ EXPLORE THE REAL REASON- MANY

TIME THE REAL REASON IS NOT TOLD, SO ASK MORE EXPLORATRY QUESTIONS AND TRY TO COME TO THE REAL REASON FOR OBJECTION.

ANSWER THE OBJECTION

CHECK BACK WITH THE PROSPECT – CHECK IF YOU HAVE ANSWERED THE OBJECTION

REDIRECT THE CONVERSATION back- summarize once before starting again

Incase finished then start closing the sale.

Most important part Reinforce the positive points and then ask for

sale.

Types of closing techniques Straight forward close- asking for order

directly A choice close- to choose between

alternatives

A report close- how others have benefitted from it.

Minor decision close- seeking prospects approval on a minor issue , like payment will be in cash or cheque.

Buy now close- creating urgency in prospects mind.

Emotional close

Delivery Installation After sales services and call

PROSPECTING: IDENTIFYING POTENTIAL CUSTOMERS

APPROACHING THE PROSPECT

FOLLOWING UP

CLOSING THE SALE

HANDLING OBJECTIONS

MAKING THE SALES PRESENTATION

Pre approach: QUALIFYING PROSPECTS