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Planning the Sales Call is a Must!

Planning the Sales Call is a Must!. 7. Chapter. 7. Chapter. Main Topics. The Tree of Business Life: Planning Strategic Customer Sales Planning–The Preapproach The Prospect’s Mental Steps Overview of the Selling Process. The Tree of Business Life: Planning.

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Planning the Sales Call is a Must!

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  1. Planning the Sales Call is a Must! 7 Chapter

  2. 7 Chapter

  3. Main Topics • The Tree of Business Life: Planning • Strategic Customer Sales Planning–The Preapproach • The Prospect’s Mental Steps • Overview of the Selling Process

  4. The Tree of Business Life: Planning Guided by The Golden Rule: • 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 relationships T T T Service Ethical T T T T T T T T Builds T r u e Relationships T C I

  5. Begin Your Plan with Purpose • Purpose • The constant truth that guides your business life • Directs how you approach each sales call • Your purpose for any sales call should be to make a contribution to the welfare of the person. • Plan to Achieve your Purpose • Plan each day, and carry out your plan adjusting to circumstances as you go. • At the end of each day evaluate your day to ensure a successful tomorrow.

  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.

  7. Exhibit 7-1: Only Through Truth Can Trust Be Supported to Bridge the Gap between People

  8. Exhibit 7-2: The Preapproach Involves Planning the Sales Presentation

  9. Strategic Customer Sales Planning–The Preapproach • Strategic problem solving involves • Strategic needs • Creative solutions • Mutually beneficial agreements

  10. Exhibit 7-3: Consultative Selling–Customer Relationship Model

  11. Strategic Customer Sales Planning–The Preapproach, cont… • Reasons for planning the sales call • Builds self-confidence • Develops an atmosphere of goodwill • Creates professionalism • Increases sales

  12. Exhibit 7-5: Steps in the Preapproach: Planning the Sale Develop sales presentation Develop/Review customer profile Develop customer benefits Determine sales call objective(s)

  13. Strategic Customer Sales Planning–the Preapproach, cont… • Always Have a Sales Call Objective • The 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 specific • Move customer conversation toward the objective • Set a SMART call objective

  14. Always have a sales call objective • S • M • A • R • T Strategic Customer Sales Planning - The Preapproach, cont… • Set a SMART call objective pecific easurable chievable ealistic imed

  15. 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

  16. Exhibit 7-6: Information Used in a Profile and for Planning

  17. Customer Benefit Plan: What It’s All About! • Steps in creating the customer benefit plan: Step 1: Select FABs to present to your prospect Step 2: Develop your marketing plan Step 3: Develop your business proposition Step 4: Develop a suggested purchase order based on first three steps

  18. Exhibit 7-7: Examples of Topics Contained in the Marketing Plan Segment of Your Sales Presentation

  19. Exhibit 7-8: Examples of Topics Contained in the Business Proposition Segment of Your Sales Presentation

  20. Customer Benefit Plan: Develop Sales Presentation • Prepare your FABs, marketing plan, and business proposition, as discussed previously • Write out suggested purchase order and choose a closing method • Now you are ALMOST ready to create your sales presentation

  21. Exhibit 7-9: Major Phases in Your Presentation: A Sequence of Events to Complete in Developing a Sales Presentation

  22. What is Left in Creating Your Sales Presentation? • As shown in Exhibit 7-8 you need to create your: • Approach – covered in Chapter 9 • Close – covered in Chapter 12

  23. Before You Can Pick Your Approach You Must: • Select which presentation method to use – covered in Chapter 8 • Prepare for anticipated objections from your prospect/customer – covered in Chapter 11

  24. In Planning a Sales Presentation, You Should Consider: ? • The prospect’s mental steps • What would the prospect be thinking as you give your presentation? ? ? ? ?

  25. Exhibit 7-10: The Prospect’s Five Mental Steps in Buying

  26. How Do You Obtain Someone’s Attention When You Begin Your Presentation? • Show you are there to help! • The proper approach is important! (Chapter 9) • Your goal is to determine a need or problem

  27. 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 need • Solve a problem • Show and tell as discussed in Chapter 11

  28. 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! • Green • Yellow • Red

  29. 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

  30. 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

  31. 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

  32. Summary of Major Selling Issues • Careful planning of the sales call is essential to success in selling • Planning builds self-confidence, develops an atmosphere of goodwill, creates professionalism, and increases sales • Sales call planning • Have a sales call objective that is SMART • Develop or review the customer profile • Develop your customer benefit plan

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