Sales Call Planning is called the customer sales preapproach.
Effective and efficient salesperson will engage in problem solving and use their skills & knowledge to:
Get solution to problems and their strategic needs .
Get an in-depth knowledge of the customers and expectation.
Engage in creative solutions development to overcome customer’s personal needs.
The salesperson has the ability to come to an agreement with the prospect which mutually beneficial to both parties.
Note: three key terms – strategic needs, creative solutions, mutually beneficial agreement are important tp strategic problem solving. If done effectively the salesperson can create a strategic customer relationship or formal relationship with the customer with both and each other benefits.
Sales call Planning – Key Terms
A Salesperson who understands the customer’s total needs is in much better in providing better service to the customer.
This helps the customer to achieve their organizational goals.
Top performing salesperson have a greater understanding of the customer’s needs.
The salesperson has the ability to match their products with the customer’s organization’s needs.
Sales call Planning – Key Terms(2)
Different customers have different needs and the organizational needs differ too.
Thus different types of problems require different types of specific creative solutions from the salesperson to full their customer’s satisfaction.
The salesperson must use creative problem solving techniques to identify specific solution that fulfill customer’s needs.
Sales call Planning – Key Terms(3)
Solution represent the following option:
A customized version that effectively addresses the customer’s specific needs.
A mix of goods and services, if possible include competitor’s product and services when trying to fulfill customer’s needs.
Note: The stronger is the customer relationship when the salespeople can resolve as when arise trying to fulfill customer’s needs.
Mutually Beneficial Agreements
How to achieve mutual beneficial agreement with the customer?
Must able to develop common understanding of the issues, problems and challenges.
Must be able to work together or form a synergy with theirs customers.
Must be able to secure the confidence of the customers.
Gain access to confidential information of the customer and be trustee of the information entrusted.
The Customer Relationship Model
Consultative Selling – Customer Relationship Model
The diagram consist of the main elements of consultative selling (CS).
Salespeople through creative thinking arrive at solutions that meets customers needs.
The customer benefits and so does the salesperson.
CS brings recurring sales to salespeople and their organization .
The Customer Relationship Model
Reasons- Sales call Planning
Sales call planning is the key to success.
Why is sale call planned? They help:
In building confidence
To develop an atmosphere of friendly relationship between buyer and seller.
To show professionalism.
To increase the sales because the salesperson understands the buyer’s needs
Early preparation helps in advance what you intend to say and talk about it.
Helps to increase your confidence and your ability to communicate effectively as a professional salesperson.
Helps to impress the prospect/buyer or customer so the chances for salesperson to get a positive reply is good.
Develop a good friendly relationship with the prospect/customer
Understand the needs of the prospect.
Concern for the prospect’s welfare.
Positive attitude and goodwill.
All this lead to a positive response and sincerity on the part of customer to the salesperson.
Good business relationship is built on a good knowledge of your company, industry and customer’s business needs.
As a professional, the salesperson must have the
Have the ability to solve customer’s problems
Be able to provide solution to the customer’s needs.
Using knowledge and experience acquired be used wisely for the customer and business needs
The salesperson must be able to communicate to make customer’s understand how their product address customer’s needs.
A proper and effective sales call planning will help you come up with a suitable solution for the customer.
Thus a well thought out and planned sales call will help tremendously in sales success.
Elements of Sales Call Planning
The Sales Call Planning
Sales Call Planning consist of:-
Determining the sales call objective.
Developing or reviewing the customer profile.
Developing a customer benefit plan.
Developing an individual presentation.
The Sales Call Objective
Let's set clear objectives for our sales calls and presentations as a means to improve communications with our clients
When you know specifically what your objectives are, you feel more confident and in command of the situation.
The Pre Call Objective
A Sales call will systematically move to the creation of the sale provided all that is required to ensure its success has been maintained and sustained.
Focus and Flexibility
Writing down your Precall objective, increases the focus of your efforts.
As a professional salesperson you should be moving your prospect to a preset goal.
Salesperson must know where he or she is going.
If your call objective is not suitable you may change direction and reroute to achieve a new objective.
Making the goal specific
More specific the objective is, the better the outcome of your action.
Salespeople should be thinking and asking some key questions to themselves:
What potential has this prospect?
Which product or service is best for this account?
How large an order should I propose and is acceptable to the prospect?
Moving towards the objective
A Sales Call may have limited objective, but an effective tool in sales process.
Salespeople ought to direct the prospect or customer in the right direction of the preplanned course of action.
Asking the right question helps:
If we can meet your product spec, will you be able to set up a trial close for us?
How soon do you expect the VP to make an positive decision?
Can you arrange for a demonstration at the end of this month?
SMART Call Objective
Use a mnemonic (short form) S.M.A.R.T call objective to help you get there. The formula:-
Specific – to get a specific order.
Measurable – quantifiable
Achievable – can be done
Realistic – practical and possible.
Timed – achievable within a preset time
Developing the Customer Profile
What is a Customer Profile?
A record of a customer's details - e.g. age, gender (male or female), address.
Can be used to compare with those details of other customers.
Can enable a company to monitor the qualities/volume of product buying or service usage by customers.
It can help the company to develop other products for the same sector or to develop different strategies for selling the same products to other target markets.
Customer Profile - Contents
A customer profile consist of:
Who makes the buying decision?
What is the background of the buyer?
What are desired business terms & conditions required of the key accounts e.g. delivery, credit and technical service etc.
What are main purchasing policies and practice of the key account?
What is the history of the key account?
Developing the Customer Benefit Plan
What is a Customer Benefit Plan?
This Plan covers the core information used in your sales presentation.
It must be of good quality
Steps in developing a Customer Benefit Plan Develop a suggested purchase order based on a customer benefit plan Step 4 Develop your business proposition Step 3 Develop the marketing plan Step 2 Select the features, advantages & benefits (F & B) of your product to present to the prospect Step 1
The Sales Presentation
What is Sales Presentation?
SP is the promotional message a sales person delivers to a prospect .
To explain, stimulate, interest in and motivate the prospect to purchase the products or products recommended in the proposal.