Chapter 8Exhibit 8-1: The Preapproach Involves Planning the Sales PresentationStrategic Customer Sales Planning - The PreapproachStrategic Customer Sales Planning - The Preapproach cont…Exhibit 8-4: Steps in the Preapproach: Planning the SaleStrategic Customer Sales Planning - the Preapproach cont…Slide 7Strategic Customer Sales Planning - Customer Profile Provides InsightCustomer Benefit Plan: What It’s All About!Customer Benefit Plan: Develop Sales PresentationExhibit 8-8: Major Phases in Your Presentation: A Sequence of Events to Complete in Developing a Sales PresentationExhibit 8-9: The Prospect’s Five Mental Steps in BuyingOverview of the Selling ProcessChapter 9The Sales Presentation...There are Several Sales Presentation Methods Requiring You to Select One According to Your...Exhibit 9-2: The Structure of Sales PresentationsSelect the Presentation Method, Then the ApproachExhibit 9-10: The Parallel Dimensions of SellingChapter 10For the Salesperson What Is the Approach?The ApproachCaution SalespeopleThe Approach Step of the Sales PresentationThe Approach—Opening the Sales PresentationThe First Impression You Make Is Critical to SuccessTo Make a Favorable Impression cont…Multiple Question ApproachThree Rules for Using QuestionsBe Flexible in Your ApproachChapter 11The Purpose of the PresentationExhibit 11-2: The Five Purposes of the PresentationExhibit 11-3: Three Essential Steps Within the PresentationExhibit 11-5: The Salesperson’s Presentation MixThe Ideal PresentationChapter 12Welcome Objections!When Do Prospects Object?Exhibit 12-1: When Objections Occur, Quickly Determine What To DoBasic Points to Consider in Meeting ObjectionsBasic Points to Consider in Meeting Objections cont…Once Again! What Are Objections?Exhibit 12-4: Six Major Categories of ObjectionsSalespeople Need To Be Good Communicators - Right!? How?Exhibit 12-7: Techniques for Meeting ObjectionsTechniques for Meeting ObjectionsExhibit 12-10: Five-Question Sequence Method of Overcoming ObjectionIf After Your Presentation You Received a Positive Response to Your Trial Close, What Would You Do?*Chapter 13When Should I Pop the Question?Why Ask a Trial Close Before You Close?Let’s Review! When Are the Times to Use a Trial Close?*Reading Buying SignalsWhat Makes a Good Closer?How Many Times Should You Close?Exhibit 13-7: Techniques for Closing the Sale: Which Close Should be Used?When You Do Not Make the SaleIf After You Meet the Objection You Received a Positive Response to Your Trial Close, What Would You Do?*8-1Planning the Sales Call Planning the Sales Call Is a Must!Is a Must!Planning the Sales Call Planning the Sales Call Is a Must!Is a Must!ChapterChapter88ChapterChapter88Copyright © 2004 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irw in8-2Exhibit 8-1: The Preapproach Involves Planning the Sales Presentation8-3Strategic Customer Sales Planning - The PreapproachStrategic problem solving involvesStrategic needsCreative solutionsMutually beneficial agreements8-4Strategic Customer Sales Planning - The Preapproach cont…Reasons for planning the sales callBuilds confidenceDevelops atmosphere of goodwillReflects professionalismGenerally increases sales8-5Exhibit 8-4: Steps in the Preapproach: Planning the SaleDetermine sales call objectiveDevelop/Review customer profileDevelop customer benefitsDevelop sales presentation8-6Strategic Customer Sales Planning - the Preapproach cont…Always Have a Sales Call ObjectiveThe precall objective - have one or more!Focus and flexibility–when with customer focus your efforts on objective–be prepared to switch to another objective if neededMake the goal specificMove customer conversation toward objectiveSet a SMART call objective8-7Strategic Customer Sales Planning - The Preapproach cont…Always have a sales call objectiveDevelop salespresentationDevelopcustomer benefitsDevelop/Reviewcustomer profileDetermine salescall objectiveSet a SMART call objectivepecificeasurablechievableealisticimedSMART8-8Strategic Customer Sales Planning - Customer Profile Provides InsightReview information to create customized presentationSee what customer has done in the past to determine future needsIf do not have customer profile - get one for each customerDevelop salespresentationDevelopcustomer benefitsDevelop/Reviewcustomer profileDetermine salescall objective8-9Customer Benefit Plan:What It’s 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 stepsDevelop salespresentationDevelopcustomer benefitsDevelop/Reviewcustomer profileDetermine salescall objective8-10Customer Benefit Plan: Develop Sales PresentationWrite out all FABs for steps 1 - 3Write out suggested purchase orderNow you are ALMOST ready to create your sales presentationDevelop salespresentationDevelopcustomer benefitsDevelop/Reviewcustomer profileDetermine salescall objective8-11Exhibit 8-8: Major Phases in Your Presentation: A Sequence of Events to Complete in Developing a Sales Presentation1. Approach.3. Present yourmarketing plan.2. Fully discuss yourproduct.4. Explain yourbusiness proposition.5. Suggested purchaseorder.6. Close7. ExitRapport-buildingUncover needsAttention, interest, transitionFeaturesAdvantagesBenefitsHow to resell (for reseller)How to use (for consumersand industrial user)What’s in it for yourcustomers?Recommend what to buy inorder to fill the needsuncovered in the presentation.Ask for the business!Do not give up!Act as a professionalLeave the door open8-12Exhibit 8-9: The Prospect’s Five Mental Steps in BuyingAttentionInterestDesirePurchaseConviction8-13 Overview of the Selling ProcessGetting the prospect’s 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 prospect’s questions and revealing and meeting or overcoming objections results in more intense desireDesire is transformed into the conviction that your product can fulfill the prospect’s needs or solve problems8-14Carefully Select Which Carefully Select Which Sales Presentation Sales Presentation Method to UseMethod to UseCarefully Select Which Carefully Select
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