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  • 1. Sales Call Planning Chapter 8
  • 2. Sales Call Planning
    • 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.
  • 3. Sales call Planning – Key Terms
    • Strategic Needs
      • 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.
  • 4. Sales call Planning – Key Terms(2)
    • Creative Solutions
      • 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.
  • 5. 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.
  • 6. 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.
    Salesperson Customer
  • 7. The Customer Relationship Model
  • 8.
    • 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
  • 9. 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
  • 10. Builds Confidence
    • 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.
  • 11. 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.
  • 12. Create Professionalism
    • 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
  • 13. Increase Sales
    • 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.
  • 14. Elements of Sales Call Planning
  • 15. 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.
  • 16. 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.
  • 17. 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.
  • 18. 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.
  • 19. 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?
  • 20. 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?
  • 21. 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
  • 22. 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.
  • 23. 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?
  • 24. 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
  • 25. 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
  • 26. The Sales Presentation
  • 27. 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.