Chp 8 Planning Sales Call ppt

Chapter

Chapter

8

Planning the Sales Call Is a Must!

Chapter8

Chapter

Chapter

8

8-3

8-4

The Tree of Business Life: Planning

Guided by The Golden The Golden RuleRule: Plan how to help people solve

problems and fulfill needs Plan every aspect of the sales

call so you will be organized and prepared

Plan to present a specific solution to each prospect’s unique set of problems and needs

You will see that ethical service builds true relationshipsI

T C

Ethi

cal Service

Builds

T r

u e

Relationships

TT T

T T T TT T T T

8-5

Begin Your Plan with Purpose

Purpose The constant truth that guides your

business lifeDirects how you approach each sales callYour purpose for any sales call should be

to make a contribution to the welfare of the person.

8-6

What’s a Plan?

A plan is a method of achieving an end.

The foundation of your plan must be based upon the truth.

8-78-7

Exhibit 8.1: Only Through Truth Can Trust Be Supported to Bridge the Gap

between People

8-7

8-8

Exhibit 8.2: The Preapproach Involves Planning the Sales

Presentation

8-9

Strategic Customer Sales Planning–The Preapproach

Strategic problem solving involvesStrategic needsCreative solutionsMutually beneficial agreements

8-10

Strategic Customer Sales Planning–The Preapproach, cont…

Reasons for planning the sales callBuilds confidenceDevelops atmosphere of goodwillReflects professionalismGenerally increases sales

8-11

Exhibit 8.5: Steps in the Preapproach: Planning the Sale

Determine sales call objective(s)

Develop/Review customer profile

Develop customer benefits

Develop sales presentation

8-12

Strategic Customer Sales Planning–the Preapproach, cont…

Always Have a Sales Call ObjectiveThe precall objective – have one or more!Focus and flexibility

Customer focus your efforts on the objective when you are with the customer

Be prepared to switch to another objective if needed

Make the goal specificMove customer conversation toward the

objective

8-13

Strategic Customer Sales Planning - The Preapproach,

cont…

Always have a sales call objective

Develop salespresentation

Developcustomer benefits

Develop/Reviewcustomer profile

Determine salescall objective(s)

Set a SMART call objectivepecific

easurable

chievable

ealistic

imed

SMA

R

T

8-14

Strategic Customer Sales Planning–Customer Profile

Provides Insight

Review information to create customized presentation

See what customer has done in the past to determine future needs

If do not have customer profiles – get one for each customer





8-15

Exhibit 8.6: Information Used in a Profile and for Planning

8-16

Customer Benefit Plan: What It’s All About!

Steps in creating the customer benefit plan:Step 1: Select FABs for product discussionStep 2: Select FABs for marketing plan discussionStep 3: Select FABs for business proposition discussionStep 4: Develop suggested purchase order based

on first three steps





8-17

Exhibit 8.7: Examples of Topics Contained in the Marketing Plan Segment of Your Sales

Presentation

8-18

Exhibit 8.8: Examples of Topics Contained in the Business Proposition Segment of Your Sales

Presentation

8-19

Customer Benefit Plan: Develop Sales Presentation

Write out all FABs for steps 1 - 3 Write out suggested purchase order Now you are ALMOST ready to create

your sales presentation





8-20

Exhibit 8.9: Major Phases in Your Presentation: A Sequence of Events to Complete in Developing a

Sales PresentationRapport-buildingUncover needsAttention, interest, transition

FeaturesAdvantagesBenefits

How to resell (for reseller)How to use (for consumersand industrial user)

What’s in it for yourcustomers?

Recommend what to buy inorder to fill the needsuncovered in the presentation.

Ask for the business!

Do not give up!Act as a professionalLeave the door open

8-21

What is Left in Creating Your Sales Presentation?

As shown in Exhibit 8-8 you need to create your:Approach – covered in Chapter 10 Close – covered in Chapter 13

1. Approach.

3. Present yourmarketing plan.

2. Fully discuss yourproduct.

4. Explain yourbusiness proposition.

5. Suggested purchaseorder.

6. Close

7. Exit

1. Approach.





6. Close

7. Exit

1. Approach.





6. Close

7. Exit

8-22

Before You Can Pick Your Approach You Must:

Select which presentation method to use – covered in Chapter 9

Prepare for anticipated objections from your prospect/customer – covered in Chapter 12

8-23

In Planning a Sales Presentation, You Should Consider:

The prospect’s mental steps

What would the prospect be thinking as you give your presentation?

???

??

8-24

Exhibit 8.10: The Prospect’s Five Mental Steps in Buying

Attention Interest Desire PurchaseConviction

8-25

How Do You Obtain Someone’s Attention When You Begin Your

Presentation?


Show you are there to help! The proper approach is important! (Chapter

10) Your goal is to determine a need or problem

8-26

How Do You Keep Someone’s Interest in What You are

Presenting?


Show you are there to help! Quickly present major FABs that:

Fulfill a needSolve a problemShow and tell as discussed in Chapter 11

8-27

How Do You Build Desire for Your Product?


Show you are there to help! Using your trial closes, determine

if prospect is interested in benefits Watch for nonverbal signals!

GreenYellowRed

8-28

How Do You Establish The Conviction Your Product Will Solve Needs or

Problems?


Show you are there to help! Let the customer see how your product’s

FABs will solve her needs or problems Your trial closes will reveal whether the

customer ready to buy

8-29

How Do You Know if Customer Ready to Purchase So You Can

Close?


Show you are there to help! Trial close response(s) give nonverbal

signals that indicate positive beliefs that the product will fulfill needs or solve problems

8-30

Overview of the Selling Process

Getting the prospect’s attention and interest by having the prospect recognize a need or problem, and stating a wish to fulfill the need or solve the problem

Uncovering and answering the prospect’s questions and revealing and meeting or overcoming objections results in more intense desire

Desire is transformed into the conviction that your product can fulfill the prospect’s needs or solve problems

Chp 8 Planning Sales Call ppt

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