Professional Selling #2

Cold Calls

100

Plan the timing of your calls.

Deepen your voice, 

Occasionaly use the prospect's name

All tips to be more effective on the phone

200

What do you use when calling a new woman at first?

Mrs, Miss, or Ms. 

Ms

300

Say "I'm following up"  

Checking back with a prospect use in your initial greeting.  People like others to follow up. 

400

What happens after prospecting, telephone cold calling and getting appointments?

Face to face selling

500

What Do I know about the prospect's organization?

What do I know about the prospect?

What questions do I need to ask?

What product(s) do I think the prospect should be interested in?

What benefits can my organization and I provide for this prospect?

Strategies for Face to Face selling

Starting the Interview

100

Shaking hands with your prospect, look them in the eye, have a pleasant look, and be friendly, upbeat and businesslike.

Appropriate way to start a sales interview

200

True or False 

it is important to chit-chat as much as possible when starting a sales interview.

False keep at a minimum

300

Asking questions that will help you understand the person and give you information to use later in the conversation is how you do what?

"Rapport building"

400

What is an open ended question?

A question that cannot be answered with a no or yes.

500

Do open ended questions encourage the prospect to talk more?

Yes, the prospect will do most of the talking with thought out questions.  Giving you insight into their feelings, values, needs and decision making power. 

Questions

100

Open ended questions start with what, how, and why.  

True or False

True.  

200

Good or bad open ended question:

Please tell me about...

Please explain to me...

Give me an idea...

Good

300

Are the following open ended questions?

Please describe...

Help me understand...

Please elaborate....

Yes, even thought some are not questions they are considered open ended because they encourage your prospect to do the talking.

400

If a questions begins with can, does, could how many, how much, may, should were, would, will, did, do, are, shall, has , have, is, and was, where, when, who, and which does it make the question open or closed?

Closed.  because all can be answered with a "yes, "no, or simple statement of facts.

500

What is a benefit is " anything contributing to an improvement in condition; to receive an advantage; a help."  True or false

True  stating a benefit does not have to follow a fact.  Typically a prospect listen better when they hear the benefit first. 

Benefits

100

What is the number one benefit that makes most people buy?

To make money

200

Which is not a benefit?

To save money

To save time

Ego

For recognition

Ego

300

Would a benefit being for security / peace of mind?

Yes  Security eliminates the fear of loss.

400

Which is not a benefit?

Satisfaction/reliability/pleasure

Flexibility

Convenience/Comfort

Status

Health

All are benefits

500

IS a close really a beginning. 

Yes it is a start of an ongoing relationship.

Closing

100

How do you know when to close?

A good time would be when the customer asks about delivery, or payment terms.  

200

If you don't get a signed order did you not get a close.

A commitment for another meeting, for a demonstration or an okay to quote.  Close takes many forms depending on the industry. 

300

Is the statement " Which would you prefer, Blue or Red?"

or 

Please sign here so we can start you on this plan today"

Good sample closes

Yes 

400

What do you do if you have tried to close a sale and the prospect says "I want to think about it,"?

Ask the prospect about the hidden objection?  

" It seems that something is standing in your way of making your decision today.  Is it...?

500

What is the three "F"  Technique?

Feel, Felt, Found

I know how you feel.

I felt that way at first.