Presentation Transcript

1. SALES PROCESS Well thought-out sales process Seller and buyer. Risk management, Standardized customer interaction. Achievable revenue generation.
2. STAGES IN PROCESS Initial Contact Application of Initial Fit Criteria. Sales leads Need identification Qualified prospect Proposal Negotiation Closing deal.
3. SALES PROCESS Prospecting/Initial contact Pre-approach- planning the sale Approach Need assessment Presentation Meeting objections Gaining commitment Follow-up
4. SALES PLAN PROFILE - Identify and contact Identify target account.. Specify, by decision making role. Interest generating benefits. Determine entry level contact. Select, by priority, methods of contact. Set call objectives. Make the contact, set the appointment - telephone opening remarks. Establish trust and rapport - Credibility building. Qualify the prospect in light of this project. GO/NO GO
5. RESEARCHING THE CUSTOMER Critical processes. Future business plans. Selling environment. Identify our potential and/or actual competitors Competitor Analysis USP/DSP F.A.B.. List criteria that must be set with each decision maker t. Identify potential objections – strategies Identify additional potential for other products/service Identify others in the organization who could potentially influence the sale.
6. SALES PLAN Prospect for Leads Knowing all about your product Set an Appointment Qualify the Prospect Make Your Presentation Address the Prospect's Objections Post purchase evaluation.
7. SALES CALL Always prepare and propose an agenda Use open questions e.g. begin with “what…?, “how…?” or request information Probe to understand the: Business needs and potential links to your offerings/solutions(understand the business needs and potential links to your offerings/solutions) Decision maker and buying process Budget availability, financing requirements Timing Competition
8. INTERIM ACTIONS Advise and get agreement on next steps to advance the sale. Confirm cost benefit data (Effects/Consequences). Outline feedback loops, milestones, measurements and follow up process. Identify key contacts for feedback and on-going support or information contacts. Identify optional target dates for implementation. Determine ideal starting dates to meet target dates. Determine product/service availability (your ability to deliver). GO/NO GO Exchange any additional data, specifications, drawings, etc. Identify and arrange to meet any additional critical interactive players. I
9. OTHERS ACTION PROPOSAL AND PRESENTATION Detailed Impact . Cost Environment Statutory Payment Terms
10. OTHER ACTIONS Identify, advise and BETA TESTS. Identify specific end users or consumers involved in project. Receive feedback from Beta, pilot or other pre-approvals Develop product/service delivery phase-in plans. Exchange financial or credit information as necessary. Obtain any internal (your company) approvals as needed.
11. ACTION PLAN Prospect for Leads Knowing all about your product Set an Appointment Qualify the Prospect Make Your Presentation Address the Prospect's Objections Close the Sale Post purchase evaluation.
12. ROLE OF CUSTOMER SERVICE ASSOCIATES Friend philosopher and Guide.
13. SUMMARY TIPS Summary Tips Always prepare and propose an agenda Use open questions e.g. begin with “what…?, “how…?” or request information Probe to understand the: Business needs and potential links to your offerings/solution Decision maker and buying process Budget availability, financing requirements Timing Competition Use “active” listening techniques 80:20 for custom