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ApproachOpening Statements:

1. Introductory Approach

- least powerful

-hello, my name is _____, representing the

_____ company.

2. Complimentary Approach

-compliment about the business

3. Referral Approach

- introduce yourself and the company you are

representing then tell him/her the person who

referred you to him/her.

4. Premium Approach

- giving freebies

Demonstration Openings:

1. Product Approach

- effective if the product is new, unique or

colorful

-give the prospect the product, then say

nothing. Wait for the prospect to start theconversation.

2. Showmanship Approach

- doing something unusual to catch the

prospects attention

Opening with Questions:

1. Customer Benefit Approach

- do you want a product that can... (say

product benefit)?

- It can also be a direct statement of a

product benefit

2. Curiosity Approach

- Do you know why?

-

Make prospects curious with a question

3. Opinion Approach

- Asking their opinion about your product

- Ex: We have this new product bla bla bla...

what do you think about it?

4. Shock Approach

- Did you know...?

-

Make the prospect think seriously

5. Multiple-Question Approach (SPIN)

Ask a question to determine:

- Situation (prospects situation relating to

your product)

Ex: How many people do you have in your

family?

- Problem (if prospect is experiencing a

certain problem or dissatisfaction)- Ex: Has your family grown so much that

you need more space?

- Implication (tell the prospect a possible

problem that he may experience in the

future or present)

- Ex: So with your newbaby, what problem

does your residence create for you?

- Need (if the prospect has an

important/explicit need)

Ex: If I could show you how to cover your

your space problems at the same cost per

foot, would you be interested?

Persuasion through Suggestion1. Suggestive Proposition

-

Suggest that the prospect should act now- shouldnt you buy now before the prices

go up next month?

2. Prestige Suggestion

- Namedrop an institution. Organization or

celebrity

3.

Autosuggestion- imagine yourself bla bla bla

4. Direct Suggestion

- Literally tells the person to buy (but defend

it with a reason)

5. Indirect Suggestion

- Instill in a persons mind doubt about a

competitors products

6. Counter Suggestion

- Reverse psychology

- You want them to say no only for these

questions

- Ex: Do you really need a high quality

product?

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Handling Objections1. Dodge

- really?, I dont think so

- or just ignore the objection

2. Pass Up

- use the customer benefit approach (add a

product attribute) OR ask why?

3. rephrasing a question

3 steps:

-acknowledging the prospects viewpoint

-rephrasing the objection into a question

-obtaining agreement on the question

Ex: Buyer: Your price is higher than your

competitors

Seller: I understand that... you just want to get

the best product for your money. Is thatcorrect?

4. Postponing

-tell the buyer that you will address his/her

concern later

5. Boomerang

-turn the weakness into a strength. Defend why

the product is like that.

-thats exactly why

6. Ask Questions

- ask why the prospect did not like it

- make negotiations like if it had this or that,

would you buy it?

7. Direct Denial

- just deny it... say no then support your claim

8. Indirect Denial

- yes, but; i agree, but; sure, however

9. Compensation

- mention a feature or advantage that would

counterbalance the objection of the buyer

10. Third Party

- using someone elses experience or researchstudies as your proof of testimony

CLOSING- ABC (ALWAYS BE CLOSING)

1. Assumptive Close

- Assume that the prospect will buy (be

careful)

- by the looks of it; it seems that

-

ill call your order in today or next meeting.- heres our sales log chuchu

-

2. Alternative Close

- No yes/no questions

- Only ask them major decision questions

- Multiple choice

3. Minor Points

- Give the buyer a choice between two

options-

4. Summary of Benefits

- Assuming that the prospect likes your

product/service

- With these chuchu benefits, I suggest you

buy because this will satisfy you

chuvaness.

-

5. Continuous Yes

- Do you want a product that... and then

say then I suggest you buy our product

because it has all those.

-

6. T-Account

- Pros and Cons

7.

Probability- buy how many percent/how much

probability are you going to...

- what if we... how much

probability/percent?

- %

- great

8. Negotiation

- Give discount/premium

9. Technology

- Show the buyers past purchases/trends

10.Standing Room Only

- Only for today

- If they do not act now, they will not be able

to buy in the future

11.

Compliment- Effective when prospect is a self-styled

expert, has big ego or in a bad mood

- Compliment about the business then relate

the compliment to why the prospect should

buy...

- Oh you seem to be making good profit...

Given that many customers are coming in, i

suggest you buy our product to meet the

demands bla bla.