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Basic Sales Training
This document outlines the 6 steps of a sales call: 1) Preparation, 2) Greetings/Icebreaker, 3) Review Situation, 4) Complaints, 5) News, 6) Wrap up/Close. Preparation involves understanding the customer, product, and environment. The greetings/icebreaker aims to build rapport. The situation review addresses the customer's needs, challenges, and information needs. Complaints are handled by listening, defining the issue, rephrasing, isolating it, and presenting solutions. News shares any new developments. The wrap up recaps next steps.
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Basic Sales Training
- 1. 6 STEPS OFA SALES CALL Preparation Greetings/ Ice breaker Review Situation Complaints News Wrap up/ Close
- 2. 6 Steps ofwhich sales call ? Prospecting Routine call Follow up call Coordination call Reactivating attempt call Objection Handling/ Complaints
- 3. 3 Basic Objectives Purposeof the sales call What is our info need Next step after sales call
- 4. Veterans View Ask morequestions Talk less Educate more Know when to walk
- 5. Prep could startfrom a day before or a week before Scan Environment for new entrants in client business line Scan Environment for changes in treatment of product lines Backgrounds of Customer, Product and International Perspective PREPARATION -1
- 6. Judge Customer Need ConsiderOwn Capability Selling by Product/ Business line Study Seasonality Preparation-2
- 7. Cultural Differences Knowledge ofTea may be Used in Tea Whitener Personal Touch and Humanising yourself Act it out in your mind PREPARATION-3
- 8. Breaking the Ice (Greetings) Complimentson a new tie or shirt A recent promotion An international Cricket / Football match New fashions trends/ malls Catch his attention Be a window for him
- 9. How to AddressInfo Needs Ask him about challenges his brands are facing Can he do a mini swot for you or can you do a mini swot for him ? Are the changing trends a problem ? What exactly are they looking for in a vendor Be a good parrot ;)
- 10. Ask “What If”Questions What if your volume doubled in the next one year? What if people started using smaller SKUs ? What if you pass on some economy on bigger packs ? What if such and such innovation is initiated by the competition ? What if such and such tax becomes a reality ?
- 11. Complaint Handling- 6Steps 1. Listen 2. Define 3. Rephrase 4. Isolate 5. Present solution 6. Close (or next step)
- 12. NEWS Do you haveany feathers in your cap ? Have you acquired some new machine or capability ? Have we developed any new type of furniture or fixture ? Talk about new materials or new grades of materials used by Pronto Throw ideas at him to see his reaction and to deduce
- 13. Wrap up/ Close Repeatthe discussionbriefly Capture essence and next steps Note down any specs shared Be clear on timelines Do not hesitate to “educate” invoicing/receiving/terms (in case of new clients)
Editor's Notes
- #2 Reflect often on trainings you receive. All items go back to one item (preparation) in the end ;) and word wrap up has been written because of the b2b situation
- #3 Each one will have its own agenda pace and handling
- #5 Know when to walk could have to meanings the not so obvious being not overstaying the welcome
- #8 Humanise yourself and remember Sajjad Hotiana . Nuture relationship for future
- #9 Idea is to get the ball rolling
- #10 Get him to talk. Exercise of asking what you had for breakfast today
- #11 But then these questions maybe asked in the 2nd or 3rd visit….judgment is yours
- #12 Listen because there is an element of steam in the complaint. Give a 2 second pause for any left over irritation. Be calm at times. Now respond by first restating the complaint in your own words. Ask one or two questions to understand fully and to get him into the thinking mode.
- #13 The waiter example