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Ps%20ch%2012%20 obtaining%20commitment%20part%20i%20%26%20ii

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  • Page 306
  • Page 307
  • Pages 308-309
  • Pages 309-311
  • Pages 309-311
  • Pages 311-313
  • Pages 313-314
  • Pages 314-316
  • Pages 316-318
  • Pages 316-318
  • Pages 316-318
  • Pages 316-318
  • Page 317
  • Pages 316-318
  • Pages 318-319
  • Ready, Fire, Aim . You may succeed, but its principle use is as a trial close. Drawback: if they are not ready, reasons NOT TO BUY will get into their mind before you’ve sold them on the Benefits OF buying. Drawback #2: could communicate lack of caring about their needs 2. Verify needs as discussed, and how each Benefit addresses those. Creates clarity in Buyer’s mind and positive momentum. 3. When using a “T” to list pros & cons, you try to get all the Key Issues on the table. Then, when you are both exhausted, ask: “Which course makes sense to you?” Only use when you know the list of pros is longer than the cons, or that one pro is dazzling 4. Shows sensitivity, but be cautious. When they resist answering, it may be that TRUST isn’t there & they want to let you down easy.
  • 5. Getting them to choose between YOUR alternatives helps them to decide and gets you closer to the Close. 6. There are almost as many closing techniques as there are sales managers. Listen to wise advice. Bad salespeople can keep a job if they are selling strong products. Try to NEVER do anything to lose Trust. It’s the most valuable thing you possess.
  • Page 323
  • Pages 322-324
  • Keep gifts business-related for more cred
  • Pages 325-326
  • Pages 327-328 Maintain proper perspective “ No” may mean “Not yet” Expect multiple calls to get Sale (6 drips) Have a clear Objective and a Secondary Goal for each call 2. Recommend other sources Build TRUST by suggesting a competitor who better meets their immediate needs Earning #2 slot is a solid place to develop new business 3. Good manners are important Pleasant persistence is respected Articles of interest and notes about relevant news remind them that you cared enough to learn their needs and interests
  • Page 328 The SALES CALL really is like a JOB INTERVIEW in many ways. How you wrap up says a lot about your discipline and professionalism. 1.
  • Pages 316-318


  • 1.  
    • How much emphasis should be placed on closing the sale?
    • Why is obtaining the commitment important?
    • When is the best time to obtain commitment?
    • Which methods of securing commitment are appropriate for developing partnerships?
    • How should pricing be presented?
    • What should a salesperson do when the prospect says yes? When the prospect says no?
    • What causes difficulties in obtaining commitment, and how can these issues be overcome?
  • 3.
    • “ Your prospects do not compensate you, only your clients do.”
    • ~Alex Homer
    12- McGraw-Hill/Irwin
  • 4.
    • Buyers want to buy, not be sold
    • Reliance on closing techniques may reduce the chance of making a sale
    • No commitment, no sale
    • Relationship commitment vs. single sale
    Securing Commitment Today 12- McGraw-Hill/Irwin
  • 5.
    • Part of the process
      • Actually gain commitment repeatedly
      • Move the Buyer through the process
    Securing Commitment Today (continued) 12- McGraw-Hill/Irwin
  • 6.
    • The importance
      • Tells the salesperson what to do next
      • Defines the status of the client
      • Time to make another sale
      • Customer realization of benefits
      • Company good will and profit
      • Rewards for the Buyer AND
      • the Salesperson
    Securing Commitment Today (continued) 12- McGraw-Hill/Irwin
  • 7. Financial Terms and Conditions
    • Discounts
      • Quantity discounts: single-order and cumulative
    • Credit terms
      • Cash discounts for early payment (e.g. 2-10, net30)
    • Shipping costs
      • Free on board (FOB)
      • FOB destination
      • FOB shipping or dock
      • FOB installed
    12- McGraw-Hill/Irwin
  • 8.
    • Decide complete Price is carefully set after studying:
      • Competitor’s offerings
      • Value delivered by the product or service
      • All Costs of providing the product
    • Wait… until you have agreement on
    • the product’s Value
    • Confident Presentation
    • Matter-of-Fact Presentation ( not the focus)
    Presenting Price 12- McGraw-Hill/Irwin
    • Product X
    • Incredible Benefit
    • Amazing Benefit
    • Happiness All Around
    • $_____
    • Next Monday
  • 9. When to Attempt to Obtain Commitment
    • Buyer comments
      • Buyer questions
      • Requirements
      • Benefit statements
      • Responses to trial closes
    • Nonverbal cues
      • Facial expressions
      • Actions
    12- McGraw-Hill/Irwin Requirements are conditions that have to be met before a purchase can take place.
  • 10.
    • END Part I
    12- McGraw-Hill/Irwin
  • 11.
    • Maintain a positive attitude
    • Let the customer set the pace
    • Be assertive, not aggressive
    • Sell the right item in the right amounts
    How to Successfully Obtain Commitment 12- McGraw-Hill/Irwin
  • 12.
    • Maintain a positive attitude
    • Let the customer set the pace
    • Be assertive, not aggressive
    • Sell the right item in the right amounts
    How to Successfully Obtain Commitment 12- McGraw-Hill/Irwin
  • 13.
    • Maintain a positive attitude
    • Let the customer set the pace
    • Be Assertive
      • Not aggressive
      • Not submissive
    • Sell the right item in the right amounts
    How to Successfully Obtain Commitment 12- McGraw-Hill/Irwin
  • 14. How Aggressive, Submissive, and Assertive Salespeople Handle Sales Activities 12- McGraw-Hill/Irwin Leads Buyer to natural close, if possible. Waits for Buyer to ask for the Sale. Pushy with techniques Closing Encourages dialogue, but completes Key Points. Gives Buyer complete control of presentation. Doesn’t want to be interrupted. Controlling Presentation Probes for unsaid info. “ The Buyer knows his needs. What do I know?” “ I know Buyer’s needs better than he does.” Needs Assessment Assertive Submissive Aggressive Activity Selling Style
  • 15.
    • Maintain a positive attitude
    • Let the customer set the pace
    • Be assertive, not aggressive
    • Sell the right item, right quantity
    How to Successfully Obtain Commitment 12- McGraw-Hill/Irwin
  • 16. Effective Methods
    • Sell the way the buyer prefers to buy
    • Persuade. Don’t manipulate with techniques designed to force a sale.
    12- McGraw-Hill/Irwin
  • 17.
    • Direct request
      • Simply ask for it
    • Benefit summary
      • Reminds the buyer of the agreed-on benefits of the proposal
    • Balance sheet method (Ben Franklin method)
      • List pros and cons
    • Probing method
      • Initially uses another method
      • Questions designed to reveal obstacles
      • Consider that some Buyers can’t say “No Way”
    Effective Methods 12- McGraw-Hill/Irwin
  • 18.
    • Alternative choice
      • Limit choices
    • Other methods
      • Many methods are brash and are counter-productive with sophisticated customers
    • No method will work without earning the Buyer’s TRUST… for the salesperson, the company, and the product.
    Effective Methods (continued) 12- McGraw-Hill/Irwin
  • 19.
    • Minor-point close
    • Continuous yes close
    • Assumptive close
    • Standing-room only close
    • Benefit-in-reverse close
    • Emotional close
    Some Traditional Closing Methods 12- McGraw-Hill/Irwin
  • 20.
    • No surprises
      • Go over all important information
    • Confirm the customer’s choice
      • Assure customers they have made an intelligent choice
    • Get the signature
      • Make “signing contract” an easy, routine procedure
      • Fill out the order accurately and right away
      • Stay calm at signing time. A nervous or jubilant salesperson makes a Buyer think twice.
    If Commitment is Obtained 12- McGraw-Hill/Irwin
  • 21.
    • Show appreciation
      • Thank-you letter
      • Small gift
      • Sincere and straight-forward, but not freakish
    • Cultivate for future calls
      • Follow-up promptly & stay in touch with Buyer
    • Review actions to be taken by both parties
      • Avoid misunderstandings
      • Exceed the expectation that you set with Buyer
    If Commitment is Obtained (continued) 12- McGraw-Hill/Irwin
  • 22.
    • Some reasons for lost opportunities
      • Win-Lose attitudes
      • Confusing or flawed presentation
      • Poor habits and skills
    • Discovering the cause for rejection
      • Critical to do continual diligent homework to discover every obstacle
      • Only known barriers can be dealt with
    If Commitment is Not Obtained 12- McGraw-Hill/Irwin
  • 23. If Commitment is Not Obtained (continued)
    • Dealing with rejection
      • Maintain perspective
      • Recommend an alternative company
      • Show good manners
    12- McGraw-Hill/Irwin
  • 24.
    • Leave with a clear plan for all parties
      • Review what you will do next
      • What the customer will do next
      • When you will meet again
    • Follow-up promptly
      • With a thank-you (written preferred) and
      • A Reminder note about next steps
    Bringing the Interview to a Close 12- McGraw-Hill/Irwin
  • 25.
    • END Part II
    12- McGraw-Hill/Irwin