Chp 8 Planning Sales Call ppt


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Chp 8 Planning Sales Call ppt

  1. 1. 8- McGraw-Hill/Irwin Copyright © 2009 by The McGraw-Hill Companies, Inc. All rights reserved.
  2. 2. Planning the Sales Call Is a Must! Chapter 8 Chapter 8
  3. 3. Chapter 8 8-
  4. 4. The Tree of Business Life: Planning <ul><li>Guided by The Golden Rule : </li></ul><ul><ul><li>Plan how to help people solve problems and fulfill needs </li></ul></ul><ul><ul><li>Plan every aspect of the sales call so you will be organized and prepared </li></ul></ul><ul><ul><li>Plan to present a specific solution to each prospect’s unique set of problems and needs </li></ul></ul><ul><ul><li>You will see that ethical service builds true relationships </li></ul></ul>I T C Ethical Service Builds T r u e Relationships T T T T T T T T T T T
  5. 5. Begin Your Plan with Purpose <ul><li>Purpose </li></ul><ul><ul><li>The constant truth that guides your business life </li></ul></ul><ul><ul><li>Directs how you approach each sales call </li></ul></ul><ul><ul><li>Your purpose for any sales call should be to make a contribution to the welfare of the person. </li></ul></ul>
  6. 6. What’s a Plan? <ul><li>A plan is a method of achieving an end. </li></ul><ul><li>The foundation of your plan must be based upon the truth. </li></ul>
  7. 7. Exhibit 8.1: Only Through Truth Can Trust Be Supported to Bridge the Gap between People 8- 8-
  8. 8. Exhibit 8.2: The Preapproach Involves Planning the Sales Presentation
  9. 9. Strategic Customer Sales Planning–The Preapproach <ul><li>Strategic problem solving involves </li></ul><ul><ul><li>Strategic needs </li></ul></ul><ul><ul><li>Creative solutions </li></ul></ul><ul><ul><li>Mutually beneficial agreements </li></ul></ul>
  10. 10. Strategic Customer Sales Planning–The Preapproach, cont… <ul><li>Reasons for planning the sales call </li></ul><ul><ul><li>Builds confidence </li></ul></ul><ul><ul><li>Develops atmosphere of goodwill </li></ul></ul><ul><ul><li>Reflects professionalism </li></ul></ul><ul><ul><li>Generally increases sales </li></ul></ul>
  11. 11. Exhibit 8.5: Steps in the Preapproach: Planning the Sale Determine sales call objective(s) Develop/Review customer profile Develop customer benefits Develop sales presentation
  12. 12. Strategic Customer Sales Planning–the Preapproach, cont… <ul><li>Always Have a Sales Call Objective </li></ul><ul><ul><li>The precall objective – have one or more! </li></ul></ul><ul><ul><li>Focus and flexibility </li></ul></ul><ul><ul><ul><li>Customer focus your efforts on the objective when you are with the customer </li></ul></ul></ul><ul><ul><ul><li>Be prepared to switch to another objective if needed </li></ul></ul></ul><ul><ul><li>Make the goal specific </li></ul></ul><ul><ul><li>Move customer conversation toward the objective </li></ul></ul>
  13. 13. Strategic Customer Sales Planning - The Preapproach, cont… <ul><li>Always have a sales call objective </li></ul><ul><li>Set a SMART call objective </li></ul><ul><ul><li>pecific </li></ul></ul><ul><ul><li>easurable </li></ul></ul><ul><ul><li>chievable </li></ul></ul><ul><ul><li>ealistic </li></ul></ul><ul><ul><li>imed </li></ul></ul><ul><li>S </li></ul><ul><li>M </li></ul><ul><li>A </li></ul><ul><li>R </li></ul><ul><li>T </li></ul>
  14. 14. Strategic Customer Sales Planning–Customer Profile Provides Insight <ul><li>Review information to create customized presentation </li></ul><ul><li>See what customer has done in the past to determine future needs </li></ul><ul><li>If do not have customer profiles – get one for each customer </li></ul>
  15. 15. Exhibit 8.6: Information Used in a Profile and for Planning
  16. 16. Customer Benefit Plan: What It’s All About! <ul><li>Steps in creating the customer benefit plan: </li></ul><ul><li>Step 1: Select FABs for product discussion </li></ul><ul><li>Step 2: Select FABs for marketing plan discussion </li></ul><ul><li>Step 3: Select FABs for business proposition discussion </li></ul><ul><li>Step 4: Develop suggested purchase order based on first three steps </li></ul>
  17. 17. Exhibit 8.7: Examples of Topics Contained in the Marketing Plan Segment of Your Sales Presentation
  18. 18. Exhibit 8.8: Examples of Topics Contained in the Business Proposition Segment of Your Sales Presentation
  19. 19. Customer Benefit Plan: Develop Sales Presentation <ul><li>Write out all FABs for steps 1 - 3 </li></ul><ul><li>Write out suggested purchase order </li></ul><ul><li>Now you are ALMOST ready to create your sales presentation </li></ul>
  20. 20. Exhibit 8.9: Major Phases in Your Presentation: A Sequence of Events to Complete in Developing a Sales Presentation
  21. 21. What is Left in Creating Your Sales Presentation? <ul><li>As shown in Exhibit 8-8 you need to create your: </li></ul><ul><ul><li>Approach – covered in Chapter 10 </li></ul></ul><ul><ul><li>Close – covered in Chapter 13 </li></ul></ul>
  22. 22. Before You Can Pick Your Approach You Must: <ul><li>Select which presentation method to use – covered in Chapter 9 </li></ul><ul><li>Prepare for anticipated objections from your prospect/customer – covered in Chapter 12 </li></ul>
  23. 23. In Planning a Sales Presentation, You Should Consider: <ul><li>The prospect’s mental steps </li></ul><ul><li>What would the prospect be thinking as you give your presentation? </li></ul>? ? ? ? ?
  24. 24. Exhibit 8.10: The Prospect’s Five Mental Steps in Buying
  25. 25. How Do You Obtain Someone’s Attention When You Begin Your Presentation? <ul><li>Show you are there to help! </li></ul><ul><li>The proper approach is important! (Chapter 10) </li></ul><ul><li>Your goal is to determine a need or problem </li></ul>
  26. 26. How Do You Keep Someone’s Interest in What You are Presenting? <ul><li>Show you are there to help! </li></ul><ul><li>Quickly present major FABs that: </li></ul><ul><ul><li>Fulfill a need </li></ul></ul><ul><ul><li>Solve a problem </li></ul></ul><ul><ul><li>Show and tell as discussed in Chapter 11 </li></ul></ul>
  27. 27. How Do You Build Desire for Your Product? <ul><li>Show you are there to help! </li></ul><ul><li>Using your trial closes, determine if prospect is interested in benefits </li></ul><ul><li>Watch for nonverbal signals! </li></ul><ul><ul><li>Green </li></ul></ul><ul><ul><li>Yellow </li></ul></ul><ul><ul><li>Red </li></ul></ul>
  28. 28. How Do You Establish The Conviction Your Product Will Solve Needs or Problems? <ul><li>Show you are there to help! </li></ul><ul><li>Let the customer see how your product’s FABs will solve her needs or problems </li></ul><ul><li>Your trial closes will reveal whether the customer ready to buy </li></ul>
  29. 29. How Do You Know if Customer Ready to Purchase So You Can Close? <ul><li>Show you are there to help! </li></ul><ul><li>Trial close response(s) give nonverbal signals that indicate positive beliefs that the product will fulfill needs or solve problems </li></ul>
  30. 30. Overview of the Selling Process <ul><li>Getting 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 problem </li></ul><ul><li>Uncovering and answering the prospect’s questions and revealing and meeting or overcoming objections results in more intense desire </li></ul><ul><li>Desire is transformed into the conviction that your product can fulfill the prospect’s needs or solve problems </li></ul>