4.00 Understand channel management and selling. - PowerPoint Presentation

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4.00Understand channel management and selling.

4.03 Perform pre-sales activities to facilitate sales presentation.

Define the following terms: prospect, prospecting, lead, referral, endless chain, center of influence, bird dogs, cold calls.Prospect – a potential customerProspecting – looking for potential customersLead – someone interested in your product(s), synonym for “prospect”

Terms to

Know

Define Cont.Referral- a customer referred by another

Endless chain-

one customer refers another who refers another who refers another…

Center of influence

- a person recommending you to your target market.  Usually this person has a lot of pull over the people that you want to meet and a recommendation from them is a hugely valuable utensil in your prospecting toolbox.

Bird dogs

– point out the buying customers

Cold calls

– contacting leads that have not expressed any interest in your products (phonebook)

ProspectingIdentify sources of prospects.

Employer’s customer list

Customer contacts with the company

Online, Walk-ins, telephone calls, written letters, etc.

Purchased customer lists

Explain which salespeople should prospect.

All sales people tasked with building sales business

Describe how prospecting can help salespeople.

Increase contacts and sales

ProspectingDescribe methods of prospecting.

Endless chain:

Works on the principle of “Multiplication” of relations. The salesman collects the names and addresses of friends and relatives and interviews the persons who are likely to be prospects. They may not turn out to be a prospect but they may know someone who will.This method is most effective in development of prospects of intangibles like investments and insurance.

Personal Observation Method:

For a prospect minded salesman, prospects are everywhere. The salesman plays the role of a keen observer. A salesman who is alert to identify the prospects, does it so easily and quickly. That is why, this method is popularly known as “eyes and ears” inductive method. He observes keenly, meaningfully and meticulously. It may be a conversation – a street comment- cinema house chitchat- office grape- vine talk- comments at public meetings- remarks at recreation,etc. A good salesman reserves some time daily for meaningful observation to gain prospects.

ProspectingProspecting methods continuedCold Canvas/Calling Method:

This method works on ‘laws of averages. Also know as the ‘new account’ method. Here, the salesman does not know the prospect. Taking a chance by collecting the names and addresses of such leads in a particular locality and calling on them. The underlying idea is to benefit a person by calling on him. Salesman uses ‘you attitude’ and is used in case of consumer and industrial goods.

Direct Mail and Telephone Method

The salesman contacts the former and present users of the products by mail. The contact message covers the arrival of new products. Circulars,sales letters, and advertising folders can be sent to both old,current and likely customers depicting the latest features of the product or line. This direct mail approach needs a selected mailing list which is up-dated. This is as good or better than a personal call, because it uncovers the unknown prospects and makes prospect need-conscious. It is a great time saver and has the same effect as that of a personal call.

ProspectingProspecting Methods continuedCenter of Influence Method:

Every individual is the center of influence in one way or the other. A salesman develops a selected band of persons who serve as his center of influence in his own territory or the community. The more friends a salesman has, the more center of influence he can tap in finding the prospects for his products. He asks the dominant members of this group to use or endorse his products. These selected persons are either the customers or the influential friends of customers. Such persons may be ministers, doctors, lawyers, bankers, professors, club officials, business leaders, social workers and the community leaders.

Bird-dog Method:

‘Bird dog’ is the nick-name given to those persons who visit houses at a definite interval. For instance, we have electric or water meter readers, gas boys, milk suppliers, news-paper boys visiting in official capacity many households in a particular locality. Even these may be watchmen, liftmen, household servants. These ‘bird-dogs’ or ‘sales associates’ provide a good deal of demographic information relating to households on which the salesman can capitalize. This works out as the most reliable source of information and economical too. The information is got without asking the prospects.

http://www.preservearticles.com/201103164570/8-useful-methods-of-prospecting-used-by-successful-salesmens.html

ProspectingExplain how to construct a prospect list.Keep track of contacts, build a database

Describe how to use a prospect list.

Assign proper salesperson to make contact

Explain the importance of maintaining accurate prospect lists.

Increase odds of completing a sale, decrease chances of annoying potential customers

Prospect on a regular basis to replace lost customers.

Demonstrate procedures for prospecting for customers.

Qualifying a lead

Explain why salespeople need to qualify their prospects.

To know what products the customer is interested in buying

To identify potential products

Discuss reasons that some salespeople fail to qualify prospects.

Takes time and research

Identify the criteria that prospects need to meet in order to be qualified

Interest in the product, means and willingness to buy, has the authority to buy

Good credit rating

Discuss steps a salesperson can take to qualify prospects prior to meeting with them.

Look at previous orders, read notes on prior contacts, send information forms that the customer fills out

Qualifying a leadExplain how to qualify a prospect’s need for a product.

Research and/or ask questions

Describe

how to qualify a prospect’s means and willingness to buy a product

budget

, time to meet with salesperson, timing of sale,

where are they

in making

a buying decision

Discuss

how to qualify a prospect’s authority to buy a product

.

Ask assumptive questions, “At what level will the decision to buy our product be made?”

h. Demonstrate how to qualify a prospect.

Explain why salespeople should conduct pre-visit research.To better understand the needs and wants of the customerTo come across as knowledgeable to the prospectIdentify factors about a prospect that are useful in sales situations.

What are his/her goals

What benefits are important to him/her

Identify sources for pre-visit research that provide company information that can be useful in sales situations.

Database, prospect’s website, other suppliers, lower level employees of the client company

Pre-Approach & Pre-Visit Research

Describe how to use collected pre-visit research during a sale.Prepare a presentationDemonstrate how your product solves their problems and meets their needs

Demonstrate how to conduct pre-visit research.

Look the company up on the internet

Check the financial records (publicly traded)

Make some calls or pre-visits

Pre-Approach and Pre-Visit Research

Explain benefits associated with booking appointments with prospective clients.Client has set time aside to talk with you

You have a predetermined time schedule

The client will have prepared to meet with you

Discuss the importance of the introduction when calling to set up a sales appointment.The client must understand who you are and who you represent

Describe what to include in the introduction when calling to set up a sales appointment.

Your name, the company’s name and the products you will be presenting as well as the benefits of the products to the client/prospect.

Primary and secondary dates and times should be offered

Confirm with whom you will be meeting

The Introduction to the Approach

Explain factors that influence what to say when calling to set up a sales appointment.

Familiarity with the person and company

Your company’s position in the industry

Prior experience

Identify barriers encountered when attempting to book appointments with prospective clients.

The “gate keeper”

Too busy, changing dates and times, change in whom you are meeting

Explain how voice mail can be helpful in getting an appointment with a customer.

Important information can be conveyed in the proper tone

g. Demonstrate how to book appointments with prospective clients.

The Introduction to the Approach

Identify reasons for preparing for a sales presentation.Increase chances of successfully sellingUnderstand the client and their needs

Identify factors about the customer/client that should be determined prior to making a sales presentation.

Who are your current vendors?

Who is the decision maker?

How fast are decisions made?

Identify factors that affect the preparation needed for sales presentations.

History with the client (Good or bad? Previous orders and satisfaction, what can the product do for them?)

Describe preparation needed for sales presentations.

Know the needs of the client

Practice , Practice, Practice

Identify and correct distracting mannerisms of presenter

Sales Presentations

We may not be aware of our mannerisms, but other people are. Distracting mannerisms can pull attention away from the speaker, and cause them to lose their train of thought. Here are 14 distracting behaviors. Are you guilty of any of them?1. Scratching ourselves

2. Bite or licking our lips

3. Play with or stroking hair, mustache or beard

4. Picking teeth, fingernails or cuticles

5. Adjusting glasses, hair or clothing

6. Clicking pens

7. Bending paper clips or playing with rubber bands

8. Drum our fingers or tapping our feet

9. Whole body movements such as rocking, swaying or pacing

10. Jiggling pocket change

11. Clearing our throats

12. Frowning in concentration

13. Yawning with the mouth wide open

14. Twisting a ring, or removing and replacing it

These unconscious mannerisms send the message that we are tired, bored or distracted. We can catch ourselves and eliminate distracting habits so we look poised and professional. Ask a trusted friend or co-worker to help you identify your tics and twitches.

Article Source: http://EzineArticles.com/993656

Describe ways to prepare for a sales presentation.Set up the information and demonstration, have ALL your materialsPractice Create a tentative sales presentation.

Explain how to ask for a sales-presentation appointment.

Demonstrate procedures for preparing for a sales presentation.

Sales Presentation Prep

Identify characteristics of effective software sales presentations.Color, motion, clear and concise, large font/typeKey terms, not too wordyDiscuss purposes of using presentation software packages to support sales presentations.Bring the conversation alive

Offer discussion points

“A picture is worth a 1,000 words”

Presentation Software

Using software to sell

Describe ways that salespeople can use presentation software packages to support sales presentations.

Introduce the product and new ways to use it

Build discussion / make it more understandable

Explain how salespeople can use online sales presentations.

Generate interest, offer information, promote

Demonstrate procedures for creating a software presentation to support sales presentations.

Use large Font/Type for easy viewing

Visual aids should only be used if they support your message