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Customer Qualification

The Customer Frontline piano selling system provides sales people with a formalized system to help them improve their sales results three ways…. Customer Qualification. Prospect Follow Up. Closing. Click arrows to advance to next slides…. The Piano Customer Record.

sydney-munoz
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Customer Qualification

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Presentation Transcript

  1. The Customer Frontline piano selling system provides sales people with a formalized system to help them improve their sales results three ways… Customer Qualification Prospect Follow Up Closing Click arrows to advance to next slides…

  2. The Piano Customer Record Every customer is recorded in Customer Frontline starting with a blank set of screens as shown below. The content and design of the customer record outlines the requirements of a complete customer qualification. In other words, Customer Frontline serves as a reminder, with screen prompts, to ask all the right customer qualification questions and enter the answers in the database screen…

  3. Documented Customer Qualification Records A completed prospect record is displayed below. The sales person and sales manager have the information needed to strategize, follow up and cultivate this prospect until they buy. With the information below we know who the salesperson is, we can review what has been discussed with the customer, price quotes, trade in value, etc. The next scheduled contact date is recorded, the destination piano is identified, who is the piano player, etc.

  4. Database Advantages Customer Frontline is a database program. Every data field entry, or combination of field entries in a customer record can be used to find selling opportunities. For example, a sales person can create a database search based on this question: “Who are all of my hottest prospects for grand pianos priced over $10,000.00?” Notice the red arrows pointing to the four data fields that are selected to find all customers who match this qualification. Customer Frontline can answer the most critical question: “who is ready to buy a piano today?”

  5. Following up Until the Sale is Closed! It is impossible to loose track of a customer when the automated follow up calendar is used in Customer Frontline. As shown below, salesperson ADS had Customer Frontline locate all customers that were scheduled, some time in the past, to be contacted by 07/10/10. 24 customers are due. With Customer Frontline there are no lost 3x5 cards, sticky notes, etc. No excuses to loose track of qualified buyers! List of 24 customers scheduled for follow up contact on or before 07/10/10.

  6. Piano Sales & Marketing Management What follows is just a brief sample of management questions that are statistically answered from the Customer Frontline database… How many new customers shopped for pianos last month? How does last month’s traffic compare to previous months? Who are the prospects scheduled for follow up contacts this week? What can we offer to close these pending sales? Which sales person has the highest count of level four prospects? Do we have enough qualified prospects to run a grand piano sale? Who is due this month for our one year full trade up notice? No matter how the question is phrased, Customer Frontline can give you the answers needed to sell more pianos to your customers.

  7. Your Profits Will Increase Three Ways… 1. More in-store customer traffic counts: more first time lookers will come back to buy as the result of timely prospect follow ups! 2. More unit sales: sales people are better closers when they follow the Customer Frontline qualification system! 3. Better gross margins at higher average unit selling prices combine to increase gross profits for Customer Frontline piano retailers! Customer Frontline is available in three versions: AIMsi – added to AIMsi on your network server Standard – installed on your Windows network server Hosted – all you need are internet connections, we take care of the rest!

  8. How Many Piano Customers Can You Afford to Loose? The answer is obvious! NONE!!! Call me today and schedule your webinar to learn how other piano retailers close more sales with Customer Frontline! 702-897-6708 Al Slivinski ads@rbsolution.com The End 

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