Steps to a Successful Sales Call - Sales Checklist. It's always good to have a plan for your sales visits that can serve as a quick reminder of the essentials. You can use this checklist as a review before and after each sales call to make sure you cover all the bases. Leaving a sales call and wishing you had remembered to ask a specific question or show the prospect another product idea is a horrible feeling; using this checklist may help you avoid that. Edit this list based on the type of sales cycle you're involved in. Sales Review Meetings Dave Brock, Partners In EXCELLENCE. Partners In EXCELLENCE, Sales Management Page 2 of 5. First line sales managers will want to review all critical sales opportunities in their territory. Download Sales Call Report Template for free. Try printable samples, formats & charts for PDF, Word, Excel. A sales call log template can help your employees be more efficient at work. Download the sales call log template for free right here. Keeping track of sales calls is easy with the sales call report template. Get the Microsoft Excel sales call report template for free right here. Sales Opportunity Review Template 1. Opportunity Review Template For review with sales managers on open opportunities in pipeline to ensure win 2. Facts <ul><li. 8 Tips for a Successful Sales Call Learn the vital telephone skills every salesperson needs to avoid rejection. Marketing Bootcamp 3 Common Misconceptions About Marketing Your Business. Sales Call Checklist. Preparation Prior to Sales Call. Did I: Research the account prior to the call? Learn something about the person and their business before the meeting? Send an outline of the agenda to the client before the meeting? Have three value- added points prepared? Bring all materials, brochures, contracts, etc.? Answer the three important pre- call questions: A. What is the goal of the call? B. What do I need to find out during the call? C. What's the next step after the call? Greeting and Introduction. Did I: Observe the prospect's office d? Qualifying. Did I: Find out who the decision- makers are by asking . Surveying. Did I: Ask open- ended questions (who, what, where, when, why, how, how much, tell me about it, describe for me)? Ask about the corporate structure? Ask about the prospect's role at the company? Ask what's important to them? Ask what's interesting to them and then focus on that? Ask what risks they perceive? Ask how we can help solve their problems? Ask what they think about our company? Ask what they like and dislike about their current vendor? Ask how industry trends are affecting them? Ask . Handling Objections. Did I: Listen to the entire objection? Pause for three seconds before responding? Remain calm and not defensive? Meet the objection with a question in order to find out more? Restate the objection to make sure we agreed (communication)? Answer the objection? Complete the six- step process? Close (or next step)6. Presentation. Did I: Prioritize the prospect's needs? Talk about benefits to the customer? Use layman's terms? Link the benefit to the prospect's needs? Verify each need before moving on? Present myself, company and product in a positive light? Re- establish rapport? Ask if anything changed since our last meeting? Pre- commit the prospect? Give a general overview of the product or service? Keep the presentation focused on the customer's needs? Involve the customer in the presentation? Summarize the prospect's needs and how our product or service meets those needs? Closing. Did I: Get the customer to identify all possible problems that might be solved by my product or service? Get the customer to identify the value of solving the identified problems? Get agreement that the proposed solution provides the values identified? Ask for the order (. Customer Maintenance. Did I: Write thank you letters for appointments, orders and so on? Earn the right to ask for reference letters and referrals? Establish a schedule for follow- up calls and customer visits? Ask for referrals (. Every time you schedule a sales call, run through this list before- hand to make sure you're prepared- -and after the visit to see what you can do next time to make the call run more smoothly and increase your chances of success.
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