Training for the sales staff at ETS.

2. 4 Step Sales Process
Lead
Generation
Introduction
Meeting
Presentation
Meeting
Close
Meeting

4. Lead Generation
Door to
Door
Telemarketng
Email
Marketing

6. Intro Meeting
1
• Establish comfort level and expectations
2
• Company Introduction
3
• Gather Information and
4
• Deduce client problems
5
• Discover buying cycle and timetable for client

8. Presentation Meeting
Develop and present solution
Present feature/benefit analysis
Uncover Objections
Present “Next Step”

10. CLOSE, CLOSE, CLOSE!!!
Represent
feature/benefit
analysis
Represent
“next step”
CLOSE

11. Questions
• What are your Responsibilities (headaches)?
This question measures the prospects ego. It
also tells you about this persons personality
type and the way they think.

12. Questions
• What are the biggest challenges you face in
…?
most salespeople try to uncover problems
instead of focusing on challenges. Most
prospects will open up to you and discuss their
challenges.

13. Questions
• What qualities are you looking for in an IT
company?
This is a specific question as to what a prospect
is looking for. It also will give you an indication of
the prospects understanding of the products.

14. Questions
• . In addition to price, what other criteria do
you have for making a decision?
This tells you what and who will be involved in
this process. It also explains the timetable for
the decision. This question can also be used to
see if the prospect is serious or just shopping.

15. Questions
• How would you measure success when you
use our services?
This will give us a good indication of what type
of customer this prospect will be. Operations
will appreciate this. It is also a question that lets
the prospect know we are serious about service.

17. Objections
• Sell yourself
• Sell the company
Trust
• Sell the features
• Sell the benefits
Understanding
• Sell service
• Sell value
Price

18. Most Common Objections
Obj. 1
•“We already have someone
who takes care of that.”
Obj. 2
•“We don’t need that, we
don’t have any downtime.”
Obj. 3
•“We are currently under
contract.”