Lecture_10_Opening__Probing__Listening_F

Lecture_10_Opening__Probing__Listening_F - ABM 222: Sales...

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ABM 222: Sales Call Opening and Probing Lecture 1 February 16, 2010 Opening, Probing, Listening
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Today’s Agenda Sales Call Opening, Probing, Listening Test Return PSA 3 Assignment Due today RSS 2 Discussion
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Sales Call Opening and Probing The Opening The opening must. .. Create a favorable impression Get and keep the prospect’s attention Build rappart between customer and salesperson Probe for and discover the needs and values Attract customers interest
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The Opening Creating The Right Impression First _2 min_____minutes are critical The first few words the salesperson says often sets the sets for the entire sales call Halo effect How and what you do in the one thing, changes a person’s perception about other things you do. If the salesperson is perceived by the prospect as effective at the beginning of the sales call, he/she will be perceived as effective during the rest of the call and vice versa
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The Opening Creating The Right Impression To open a call successfully, you must do five things: Create a positive professional impression Get the prospects attention Arouse their interests in your product or services Build rapport Bridge to a discussion of needs These objectives are listed in logical sequence-but in the real world of selling
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Opening the Sales Call Tips for Sales Success The opening gives you a chance to accomplish a number of important objectives. If you’ve never met the customer, it’s obviously a chance to introduce yourself and to find out more about the individual. Spending a few minutes breaking the ice doesn’t have to be a discussion about the weather or sports. You can use the time to talk about the individual’s professional background or to talk about a business topic. Take your cue from the customer: if he’s signaling to move on, you’ll want to get down to business quickly. In the opening it is important to explain the purpose of the call. Take a minute to review the most recent conversations you’ve had with the client. The client is entitled to know how he’ll be spending his time, so be direct and honest about the purpose of the call. Explain why this time will be of value. Your client may be asking himself, “I wonder how long this will take? What’s in this for me? Why should I give up some of my valuable time for this?”
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Opening the Sales Call Tips for Sales Success Telling them why you’re there (purpose), make it clear what he’s likely to get out of it (possible benefit). Before moving on it’s important that you
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Lecture_10_Opening__Probing__Listening_F - ABM 222: Sales...

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