Topic; THE SALES PROCESS (Part one)-- Bloomsford Entrepreneurship Academy
THE SALES PROCESS (PART ONE)
Assuming your product's or service's features and benefits have been identified and you have defined and identified your target market the sales process begins
- Preparation / planning / research / establish initial credibility
- Introduction / identify needs/ ask how and what , etc/ establish report and trust
- Presentation / explanation / demonstration
- Overcoming objections / negotiating / fine-turning
- Close / closing / agreement / fulfill/ deliver / admin
PLANNING AND PREPARATION
- The larger the prospect organization, the more research you should do before any sales call at which you will be expected, or are likely, to present you company's products or services.
- Ensure you knon your own product/service extremely well - especially features , advantages and benefits that will be relevant to the prospect you will be meeting.
- Ascertain as far as you can the main or unique perceived organizational benefit that your product or servuces would give your prospect
- Discover what current supply arrangements exits or are likely to exist for the product or service in question , and assess what the present suppliers reaction is likely to be if their business is at threat.
- Understand what other competitors are able and likely to offer, and which ones are being considered if any.
- Identify as much of the prospect organizations decision-maker's and influencer as you can , and assess as much as far as you can what their needs, motives and relationships are.
- Try to get a feel for what the organizational policies are.
- What are the prospects organizational decision-making process and financial parameters ( eg; budget, year-end date)
- What are your prospects strategic issues, aim, priorities and problems, or if you can't discover these pre-meeting, what are they generally for the marker sector in which the prospect operate ?
- Prepare your opening statement and practice your sales presentation.
- Preapare your presentation in the format in which you can give it (e.g., MS PowerPoint slide) plus all materials, sample hand-out, brochures, etc and always have a spares, allow for more than the planned numbers as extra people are often appear at the last minute, see the presentation section for the detailed guidance on designing formal sales presentations.
- Prepare checklist of questions or headings that will ensure you gather all the information you need from the meeting.
- Think carefully about what you want to get from the meeting and organise your planning to achieve it.
- Understand and make the most of cold calling : despite the tendency for some organisations to postion cold calling as a lowly de-skill canvassing or enquiry-generation activity, cold calling increasingly enable sales people to become more strategic and significant in the sales function.
- Smile - be professional , and take confidence from the fact that you are well-prepared
- Introduce yourself - first and last name , what your job is and the company you represent, and what your company does ( ensure this is oriented to appeal to the prospect strategic issue)
- Set the scene - explain the purpose of your visit , again oriented around your prospect not yourself.
- Ask if its okay to take a note ( its polite to ask - also , all business information is potentially sensitive, and asking shows you realise this)
- Ask if its okay to start by asking a few questions or whether your prospect would prefer a quick overview of your own company first ( plan to give a quick credibility - building overview in your introduction.
~ Sandy Bloomsford
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