Chp 8 Planning Sales Call ppt
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Chp 8 Planning Sales Call ppt Presentation Transcript

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