Post on 21-Aug-2015
The 5 Step Sales
Process Build a Strong Personal Connection
Use the Customers Name at least 3 times
Price Question : Redirect –Control the Caller
Answer Enthusiastically & With a Smile The Best Account reps Build Report
And
Develop the Problem
Ask Probing Questions to Find the HOT Button –What is important to the Customer
Find out how the customer is hurting and then rescue them– The BEST Sales reps ASK great probing Questions
Solve the Problem
Build Value
Emphasize the Benefits that Match the Customers Hot Buttons
Use words to Paint the Picture –Have them imagine themselves using the product The Best Account reps says – Based on what you told me – this is what I recommend”
Offer Presentation
Value Price Value
Cushion the Price Between Two Value Statements
The More Value a Product has the less the Price will Seem
Put Emphasis on the Value of the Benefits The Best Account rep is excited about how they can help the customer
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Close The Caller
Be Assumptive-- Close the Caller
Close the sale with confidence.
Always Close after giving the Price The Account rep is always Assuming a Buyer is on the Phone
The
Don’t Forget ! Use the ABC method to respond to Questions - Answer – Benefit- Close
The person asking Questions is Always in Control – Control the Caller
Overcome objections with QCBC Cushion –Question –Benefit –Close An Objection is the Customer’s way of saying “ I don’t have all my Questions Answered” or “ There isn’t enough value to your offer so the price seems too expensive”
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