Sales Call
-
Upload
shahzaib-khan -
Category
Business
-
view
2.757 -
download
3
description
Transcript of Sales Call
1
Overview Of The Sales Call
2
Ability To Go BeyondNormal Limits Connect all the nine dots with four straight
lines,with out lifting your pen/pencil from the paper.
* * *
* * *
* * *
3
* * *
* * *
* * *
4
Ability To Go BeyondNormal Limits
Lesson
When one goes Beyond The Limits
The Impossible becomes Possible
5
Communication Model
Objective / Rational level
Sender Receiver
Self-revelation Appeal
Human Relations/ Emotional level
Information Message
6
Needs, Wants, and Demands
Needs A state of felt deprivation.
Wants The form taken by human need as shaped by
culture and individual personality.
Demands Human demands that are backed by buying
power.
7
Always Remember
You do not purchase the product
But
You purchase what it provides to you.
8
Buying Motives
An inner force that directs a customer to buy a particular product in order to satisfy a need. When the benefit(s) of a product match with the customer’s motive(s), he buys the product.
Motive may be rational or emotional. No body does anything with out a motive. There are six buying motives.
9
Buying Motives
Possession 1. Making A Gain 2. Fear of Loss
Experience
3. Having Pleasure, Enjoyment, Comfort, Convenience
4. Fear of Pain, Worries, Problems
Recognition
5. Boosting Self- Satisfaction, Pride
6. Gaining Social Approval, Prestige
10
A customer can have a cluster of motives. But one motive will be decisive.
To find buying motives. Avoid over hasty conclusions. Ask questions.
After identifying buying motives. Tell the benefit of your product, which should
appeal to all identifying buying motives.
Let customer buy for HIS REASONS not yours.
Buying Motives
11
Buying Motives – Product Features or Benefits
B en efit 1 B en e fit 2 B en e fit 3
F ea tu re 1 F ea tu re 2 F ea tu re 3 F ea tu re 4 F ea tu re 5
P rod u c t
A physical, chemical or technical characteristics which describes what a product is.
A fact about the product not an assumption/opinion.A customer is not interested in the product
feature he is interested in the benefit.Each feature gives some benefit to customer
which motivate him to buy the product.
12
Buying Motives – Product Features or Benefits The key to successful selling is converting
features into benefits. First state a “Product Feature” and then use
the phrase “which means that it will give such and such benefit to you”.
Salesmen often fails because they present features only.
It is the benefit of product which satisfy the customer needs.
13
Steps of the Sales Call
Prospecting. Find or identify the customer. Qualify – as per potential (to meet or not). Classify – as per the specialty. Catageries – as A, B, C. TM is the main link in prospecting. Prospecting is a continuous process, Changes
must be known at all relevant levels. e.g. In the potential of dr.
14
Preparation. Preparation is based on the post call analysis
of last call. Benefits of preparation.
Job of TM is easier. Job of TM is more effective.
Two parts. Objective setting. Call planning.
Steps of the Sales Call
15
Approach.
It is a thing which can make your call or can lock your call. Purpose of approach.
Gain attention. Awake positive interest.
Parts or approach. Greeting and introduction. Purpose. Ask questions.
To start a positive two way communication. Gain interest of dr.
Steps of the Sales Call
16
Presentation. Two phases.
Identify needs / buying motives. Tell the relevant features and benefits of
products. Always try to develop a positive two way
communication. Should know the features and benefits of your
products. Always ask relevant questions.
Steps of the Sales Call
17
Response handeling. Listen and understand the responses /
reactions. Listen to the buying signals.
Closing. Closing means ask for order and commitment. Ask for order and shut up. If there is a positive response, pick up the
positive, use it and go towards closing.
Steps of the Sales Call
18
Post Call. Objective of post call.
Personal evaluation of sale call. Prospecting.
Cycle of selling. Post call should be immediately after the call.
Steps of the Sales Call
19
Time management
A well conducted sales call consists of: 80% questions. 20% statements.
The ideal talk ratio is: 60% prospect. 40% salesman.
20
Steps Of Sale Call
Call Steps Sales man’s Act Prospect’s Dec
1.Prospecting Find & Classify
2.Preparation Set object, Plan
3.Approach Gain attention, awake interest.
Willing to see/ listen
4.Presentation Find need, motives. Fs,Bs
Wants/ will
benefits
5.Response Listen,buying sig Understand
6,Close Ask commitment Needs/wants
7.Post Call Evaluate
21