Unformatted text preview: Approach
Approach Making the Sales Call
Chapter 8 Chapter 8 Topics
Chapter 8 Topics How should the salesperson make the initial approach
How to make a good impression and gain the prospect’s
attention? How can the salesperson develop rapport and increase
source Why is discovering the prospect’s needs important, and
how can a salesperson get this information?
how How can the salesperson most effectively relate the
product or service features to the prospect’s needs?
product Why is it important for the salesperson to make
adjustments during the call?
adjustments How does the salesperson recognize that adjustments
are How can a salesperson effectively sell to groups? Traditional Sales Process
Traditional Sales Process
Lead (Suspect) Prospecting
Precall Information Approach Needs Discovery Prospect Presentation
Dealing w/ Concerns
Obtaining Commitment Customer Followup
Repeat/Good Customer Elements of the Sales Call Elements of the Sales Call Covered in this Chapter Exhibit 9.1 Adjusting Assessing the
Making a good
solution to the
buyer’s needs. Credibility
and trust Remember, nonverbals Remember, nonverbals affect your impression! Shake hands
Shake hands Sales and Golf
Sales and Golf
► What do you do when going to a new golf course? What do you bring?
What do you get there before starting?
How do you find the first hole?
What finishes a hole?
►Do you ever not put it in the hole? What wins the game? Essential Elements of the Sales Call
Making a Good
Impression Identifying or Reiterating
the Buyer’s Needs Offering the Solution
to the Buyer’s Needs •Building Credibility
•Making Adjustments Making a Good Impression
Making a Good Impression
• Waiting for the prospect • Be on time or call if you’re going to be a few minutes late
Make good use of your waiting time
15 minute rule
When to reschedule Very first impressions Making a favorable first impression usually results in a prospect who is willing to listen How you dress How you look Customer’s name ...
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