MENTOR AND COACH YOUR SALES FORCE
(DON’T DO IT FOR THEM)
DIFFERENT SALES ENVIRONMENT
PERSONAL SELLINGPROCESS
1.PLANNING AND PROSPECTING
2.APPROACH THE CUSTOMER
3.SALES PRESENTATION AND DEMO
4.CLOSE
5.CLOSING OBJECTIONS
6.FOLLOW-UP
PLANNING AND PROSPECTING
COLD CALLING
QPMA
SALES LEADS
IT’S A NUMBERS GAME
PRE CONTACT ACTIVITY
APPROACH
PROFESSIONALISM
PREPARATION
PHONE OR IN PERSON
SALES PRESENTATION AND DEMO
PRACTICE
DEMO ANYTHING
SALES VOCANULARY
FEATURES/BENMEFITS
LISTENLISTENLISTEN
CLOSE
ABC
CLOSING TECHNIQUES
FORCED CHOICE
OBJECTIONS
HANDLE THEM
HANDLING OBJECTIONS TECHNIQUES
FOLLOW-UP
COGNITIVE DISSONANCE
SET THE STAGE FOR THE NEXTSALE
REFERRALS