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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.
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