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ACT 435_ABC_sale7

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Name: InstructorSale 7--Chapter 12Now it's time to ask for the order! Frequently, questions and objections arisewhen you ask someone to buy. Thus, you should anticipate questions and/orobjections and be prepared to use several different closing and objections handling techniques. To make Sale 7 1. List the main benefits discussed in your presentation.Increased sales productivity, low training costs2. Select a closing technique, such as the summary-of-benefits close on pages 353-354. Write out your close and label it with the name of the closing technique in parentheses. Use a trial close after completing the close to verify these are important benefits to the buyer. Write out your trial close and label it using parentheses as shown on page 353 (Trial Close).Summary of Benefits Close.Seller: "Mr. Johnson, you say you like the opportunity to increase the productivity of your salespeople as well pay less for training. Is that right?" [Summary of Benefits and trial close].Buyer: "You bet!"Seller: "Based on the size of your sales force, I suggest you buy 15units of ACT! software. This will allow you to greatly increase your sales productivity. I can have the software to you in 5 days." [Silent and wait]3. Create a visual aid showing your suggested order. See page 365 for an example. This visual aid maybe similar to the same one you developed for discussing your price(s).4. Now you are ready to construct your multiple-closing sequence. First carefully study Exhibit 12-3 on page 345. Now look at the example of a multiple-closing sequence on pages 361. The multiple-closing sequence should be composed of the following:A A. Your summary-of-benefits close.B. Your trial close. C. Your suggested order.B D. Use the assumptive or alternative close.C E. Have the buyer ask a question or give an objection.D F. Respond using another objection handling technique.E G. Ask a trial close to see if you successfully handled the objection.F H. Ask for the order again using an unused closing technique. Don't be G pushy. Use a calm, laid-back, friendly conversational style.H I. The close--objection--close--objection sequence can be repeated if appropriate.5. To complete Sale 7 write-up the above A-I in a script format. Role-play this dialogue until it sounds natural to you. This may require replacing the used techniques with new ones. Once the script is finalized, type up and turn in to your instructor.Seller: "Mr. Johnson, you say you like the opportunity to increase the productivity of your salespeople as well pay less for training. Is that right?" [summary of benefits and trial close].Buyer: "You bet!"Seller: "Based on the size of your sales force, I suggest you buy 15 units of ACT! software. This will allow you to greatly increase your sales productivity. I can have the software to you in 5 days." [Silent and wait] [assumptive close]Buyer: "Well, what you mentioned is important, but your price is a little higher than the competition." [objection]Seller: "Yes, it is slightly higher, but our ACT! Software increases your sales team's productivity. This means your sales team will have more time to make more sales. That’s a great deal, wouldn't you agree?"Buyer: "I sure would."Seller: "Mr. Johnson you said you'd like to increase your sales team's productivity, right?"Buyer: "Yes"Seller: "And you like the chance to lower training costs, correct?"Buyer: "You bet."Salesperson: "Our ACT! Software is going to greatly increase the productivity you get out of your salespeople, and you will also spend less on training your employees how to use the software. According to your sales force, I recommend 15 units. I can get these to you by the end of the week. How does that sound Mr. Johnson?"I [continuous yes


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