Thesis: Determine the customer’s need and make your product fit it.
Stuff to Remember:
- Sales calls:
- Open the call
- Relate to buyer’s personal interest
- Make initial benefit statement
- Investigate needs – * most important*
- Ask open questions
- Situation questions
- Do you make purchasing decisions?
- What kind of business is this?
- These establish rapport
- Problem questions
- Smaller sales are linked more than larger
- Implication questions – how will this problem affect future?
- Need-payoff questions – would it be useful to speed production by 10 percent?
- Give benefits
- Benefits are different from features.
- Objection handling
- Keep asking questions
- If you have objections about value – your sale wasn’t strong enough in the benefit area
- Closing techniques
- No what kind of commitment you want to get
- Four Golden Rules for Learning Skills
- Practice only one behavior at a time
- Try the new behavior at least three times
- Quantity before quality
- Practice in safe situations