Sales Call

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Overview Of The Sales Call

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Ability To Go BeyondNormal Limits Connect all the nine dots with four straight

lines,with out lifting your pen/pencil from the paper.

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Ability To Go BeyondNormal Limits

Lesson

When one goes Beyond The Limits

The Impossible becomes Possible

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Communication Model

Objective / Rational level

Sender Receiver

Self-revelation Appeal

Human Relations/ Emotional level

Information Message

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Needs, Wants, and Demands

Needs A state of felt deprivation.

Wants The form taken by human need as shaped by

culture and individual personality.

Demands Human demands that are backed by buying

power.

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Always Remember

You do not purchase the product

But

You purchase what it provides to you.

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Buying Motives

An inner force that directs a customer to buy a particular product in order to satisfy a need. When the benefit(s) of a product match with the customer’s motive(s), he buys the product.

Motive may be rational or emotional. No body does anything with out a motive. There are six buying motives.

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Buying Motives

Possession 1. Making A Gain 2. Fear of Loss

Experience

3. Having Pleasure, Enjoyment, Comfort, Convenience

4. Fear of Pain, Worries, Problems

Recognition

5. Boosting Self- Satisfaction, Pride

6. Gaining Social Approval, Prestige

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A customer can have a cluster of motives. But one motive will be decisive.

To find buying motives. Avoid over hasty conclusions. Ask questions.

After identifying buying motives. Tell the benefit of your product, which should

appeal to all identifying buying motives.

Let customer buy for HIS REASONS not yours.

Buying Motives

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Buying Motives – Product Features or Benefits

B en efit 1 B en e fit 2 B en e fit 3

F ea tu re 1 F ea tu re 2 F ea tu re 3 F ea tu re 4 F ea tu re 5

P rod u c t

A physical, chemical or technical characteristics which describes what a product is.

A fact about the product not an assumption/opinion.A customer is not interested in the product

feature he is interested in the benefit.Each feature gives some benefit to customer

which motivate him to buy the product.

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Buying Motives – Product Features or Benefits The key to successful selling is converting

features into benefits. First state a “Product Feature” and then use

the phrase “which means that it will give such and such benefit to you”.

Salesmen often fails because they present features only.

It is the benefit of product which satisfy the customer needs.

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Steps of the Sales Call

Prospecting. Find or identify the customer. Qualify – as per potential (to meet or not). Classify – as per the specialty. Catageries – as A, B, C. TM is the main link in prospecting. Prospecting is a continuous process, Changes

must be known at all relevant levels. e.g. In the potential of dr.

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Preparation. Preparation is based on the post call analysis

of last call. Benefits of preparation.

Job of TM is easier. Job of TM is more effective.

Two parts. Objective setting. Call planning.


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Approach.

It is a thing which can make your call or can lock your call. Purpose of approach.

Gain attention. Awake positive interest.

Parts or approach. Greeting and introduction. Purpose. Ask questions.

To start a positive two way communication. Gain interest of dr.


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Presentation. Two phases.

Identify needs / buying motives. Tell the relevant features and benefits of

products. Always try to develop a positive two way

communication. Should know the features and benefits of your

products. Always ask relevant questions.


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Response handeling. Listen and understand the responses /

reactions. Listen to the buying signals.

Closing. Closing means ask for order and commitment. Ask for order and shut up. If there is a positive response, pick up the

positive, use it and go towards closing.


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Post Call. Objective of post call.

Personal evaluation of sale call. Prospecting.

Cycle of selling. Post call should be immediately after the call.


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Time management

A well conducted sales call consists of: 80% questions. 20% statements.

The ideal talk ratio is: 60% prospect. 40% salesman.

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Steps Of Sale Call

Call Steps Sales man’s Act Prospect’s Dec

1.Prospecting Find & Classify

2.Preparation Set object, Plan

3.Approach Gain attention, awake interest.

Willing to see/ listen

4.Presentation Find need, motives. Fs,Bs

Wants/ will

benefits

5.Response Listen,buying sig Understand

6,Close Ask commitment Needs/wants

7.Post Call Evaluate

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Thanks

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Sales Call

Business

Transcript of Sales Call