Sales ProcessIf people like you, they’ll listen to you, but if they trust you, they’ll do business with you. – Zig Ziglar

Sales Process1. Pre-Call Planning

2. Approach

3. Determine the Customers Needs/Wants

4. Presentation

5. Questions/Objections

6. Trial Close/Close

1. Pre-Call PlanningA. Anticipate buyer needs and wants

i. Who is your buyer? What kind of operation do they have? What are they currently using? Are they looking for a change?

B. Product knowledgei. What are the features and benefits of your product?ii. What are some possible objections?iii. Who are your competitors?

2. ApproachA. First Impression

i. Official dressii. Materials

B. Create customer attentioni. Brochures, pamphlets, visual aides

C. Establish Rapporti. “Meeting the parents” for the first timeii. Be polite and build a connectioniii. Ex. “This pot roast is delicious Mrs. Johnson, what’s your secret?”

Make a customer, not a sale. – Katherine Barchetti

3. Determine the Customers Needs/WantsA. Ask leading questions

i. What are you currently using? Is it fitting your needs? What would you do to improve it?

B. Demonstrate good listening skills

Most people think "selling" is the same as "talking". But the most effective salespeople know that listening is the most important part of their job. – Roy Bartell

4. PresentationA. Customer/Industry Background

i. Demonstrate that you understand the buyers needs/wants. ii. Help them help themselves

B. Your unique position to assist customeri. Emanate confidence. YOU ARE THE BEST!

C. Features and Benefitsi. Present features that are suitable to the customer, advantages of your

product and the benefits to be gained by using your productii. *Do your homework beforehand. Pick your top 3 and make them count.

5. Questions/ObjectionsA. Encourage questions and know how to handle objections.

B. Turn an objection into a question.

C. Objections indicate that a portion of your presentation was not clear to the potential buyer.

D. Use the objection to clarify and enhance understanding.

6. Close the orderA. Suggest a “write” up to get an idea of price, conditions, etc.

B. Ask for the salei. If the buyer is hesitant or unsure, more questions may be

needed.

C. Repeat the order, ask for other needs, confirm a delivery date

Put it all together1. Choose a partner.

2. Pick your favorite breakfast cereal.

3. Take the next ten minutes to prepare a sales presentation using your favorite breakfast cereal as the product.

4. Take turns selling your product to your partner.

Tips*

Make a list of customer needs and wants

Make a list of product features and benefits

Choose 3-4 features that best match your customers needs/wants

Come up with 3-4 solid qualifying questions

Come up with as many customer objections as you can, create solutions for these objections

Create visual aides/props/samples

Make a list of competitors. Why should the customer choose your product?

Create an order form