3 Step Selling

Prospecting

Getting In the Door

Staying In the Door

Prospecting

Getting In The Door

Initiate the Contact Telephone Written

Communication 8 Seconds Opening

Introduction Pleasantry Hook Name Ending Question(Get a favorable Interruption)

Staying In The Door

Probing

Sales Presentation

Objection Handling

Closing The Sale

Follow Up

Probing

Process of asking questions to uncover the prospect’s needs to be able to present a solution that addresses his problem.

Through open ended questions, try to uncover benefits important to your customer.

Don’t Be afraid of asking questions because probing helps in Building rapport with the client Identify his stated and hidden needs Increase customer’s comfort zone

Sales Presentation

Be on time & prepare. Have your visiting card, sales brochures, etc ready.

Impress the customer with your good grooming & etiquettes.

Be excited about what you’re offering. Ask yourself, “So What” before you

explain each feature of your product. Use testimonials of your past customers Don’t confuse him by giving too many

options.

Objection Handling

Objections indicate that the sale is progressing and the customer is considering your product.

Disguised as objection, is a hint on how he will buy.

Anticipate objections that are likely to be raised and rehearse the answers. I want to think over it I will discuss with the decision maker Not ready to buy now You’re too expensive

Steps in Objection Handling

Found – Unless he tried and found otherwise

Felt – Someone else also felt the same

Feel - Tell you know how they feel

Acknowledge - Their statement

Clarify - Ask what do you mean.

Most Common Objection

What price can you afford? What would you be willing to

pay? What did you have in mind? How much “too expensive”

is it? If the price was not an issue

would you go with this?

You’re too

expensive

Closing

Recognize The Buying Signals• Verbal▪ Starts asking questions of his concern like rates,

guarantees, delivery▪ Tells about the problems he is facing with his present or

past vendor▪ Asks you to repeat certain parameters

• Non Verbal – Thinking or speaking fast Don’t delay the closing for the FEAR of losing the sale Sell on Tangibles but close on Intangibles The best way to formalize a new business

relationship is to encourage the prospect to tell you what to do next

Follow Up

Not all sales are closed on Day 1 Make the most of every prospect. Don’t throw

away a single lead Follow up never makes you sound Pushy, your

tone of follow up might Don’t make too many calls within a brief period of

time Make a follow up schedule and stick to it Focus on value addition in each follow up In your follow up get commitment to the next step Follow up after closing the sale and delivering the

product too.

Praise = Sales

Seek references from your suspects , prospects & customers

The best time to seek a reference is when you’ve don’t something special for them or they have given you a compliment

Tell your client who could be a possible reference

Reward the client

Testimonial

Seek a testimonial only if you have done a significant value addition to the customer.

If you see the customer praising you, your products or your organization, instantly request for a testimonial on a blanks sheet or his letter head.

Add the testimonial to your prospect letters, website, etc.

Selling to Special Customers?Let’s talk about your Financial Goals and here’s how we can help you meet your goals.

Sales Approach

VENDOR Supplies

PRODUCTS Offers a DISCOUNT

Tries to close the sale

CONSULTANT Supplies PROFITS Offers Return on

Investment Allows the

customer to close the saleSTOP SELLING PRODUCTS

AND SERVICES AND START SELLING THE FINANCIAL

IMPACT THEY CAN MAKE.

Consultative Selling

Contact

Prospect

First Contact

Qualify Buying Influences

Uncover

Needs

Survey

Pencil Solution

Present Proposal

Close Agreement

PARTNER

INSURANCE AGENTS ARE LIKE TOASTERS

No body knows how good or bad is an agent unless there is a claim.

If everything is GOOD, the customer can be persuaded to consider other agents or better rates.

The real challenge in retaining the clients is BEING FACELESS.

You Must Be Known For Something.

BRAND YOURSELF!