Effective Sales Campaigns and Sales Calls

Download Effective Sales Campaigns and Sales Calls

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Techniques for planning effective sales campaigns and for making great sales calls

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<ul><li> 1. William Freeman Cambridge Associates www.cambridge-associates.co.uk </li> <li> 2. FACE TO FACE SALES CALLS Decide the outcome you want and make a plan to get there OUTCOME OPTIONS: make a specific sale or, progress the sales campaign William Freeman: www.cambridge-associates.co.uk </li> <li> 3. SALES CAMPAIGN MILESTONES viewed as how the prospective client feels after your meeting Wanting it Preferring it Favouring it Considering your idea Sees possible value Prepared to listen No requirement Work out how you want the buyer to feel after every sales activity and plan for that outcome William Freeman: www.cambridge-associates.co.uk </li> <li> 4. SALES CALL PLANNING BEFORE YOUR MEETING... identify the outcome you want plan your opening conversation plan your question topics note your typical selling benefits work out how you will close William Freeman: www.cambridge-associates.co.uk </li> <li> 5. THE SALES CALL MODEL A C O B OPENING T I J V E E C NEEDS T L I I S O PROPOSAL T N E S N I CLOSE N G Not all phases are equal Its OK to jump around, but know where you are William Freeman: www.cambridge-associates.co.uk </li> <li> 6. O Opening YOUR OPENING MESSAGE L B I J S E Needs T C E T I Proposal N I 1. SOCIAL PLEASANTRIES O N N G (Meet, Greet &amp; Seat) Close 2. OPENING CONVERSATION S (To establish your Competence, Credibility &amp; Intent) Have a natural conversation Move on to business when customer is ready Outline your proposed agenda You may have to offer a teaser of value William Freeman: www.cambridge-associates.co.uk </li> <li> 7. O Opening L B J I S ACTIVE LISTENING E Needs T C E T I Proposal N Involves summarising &amp; paraphrasing I O N N Important throughout the sales call S Close G It shows you are listening It checks understanding It gives you time to digest &amp; reply It reinforces key points It gives the customer more air time William Freeman: www.cambridge-associates.co.uk </li> <li> 8. O Opening L B J I S ESTABLISHING NEEDS E Needs T Questioning &amp; Listening to discover: C E T N I Proposal O N I N G Current Situation S Close Issues / Problems Problem Implications Potential Value William Freeman: www.cambridge-associates.co.uk </li> <li> 9. O Opening L B I J S E Needs T C T I Proposal E N SELLING BENEFITS I O N N S Close G Showing the value of your approach or suggestion Defining a next step that will help and involve the customer William Freeman: www.cambridge-associates.co.uk </li> <li> 10. O B Opening L I J E Needs S T CLOSING THE SALES CALL C E T SUMMARISE Proposal N I I O N N Close G S - restate benefits - clarify (questions?) ASK - for the order - for commitment to next stage WAIT - for the reply William Freeman: www.cambridge-associates.co.uk </li> <li> 11. O B Opening L I J S E Needs C T T E HANDLING OBJECTIONS Proposal N I I O N N S Close G Think of objections as being natural sales resistance and understandable uncertainty Expect them / want them Treat them seriously and with respect William Freeman: www.cambridge-associates.co.uk </li> <li> 12. O Opening HANDLING OBJECTIONS L B I J S E Needs T C E T Proposal N I I O N N S Close G LISTEN, CLARIFY, VERIFY ISOLATE / TEST Understand the customer concern BEFORE you try to answer it Understand its significance from the customers point of view William Freeman: www.cambridge-associates.co.uk </li> <li> 13. O Opening HANDLING OBJECTIONS L B I J S E Needs T C E T Proposal N I I O N N S Close G LISTEN, CLARIFY, VERIFY ISOLATE / TEST EXCUSE MISUNDERSTANDING VALID 3 types of sales resistance comment William Freeman: www.cambridge-associates.co.uk </li> <li> 14. O Opening HANDLING OBJECTIONS L B I J S E Needs T C E T Proposal N I I O N N S Close G LISTEN, CLARIFY, VERIFY ISOLATE / TEST EXCUSE MISUNDERSTANDING VALID Correct with Agree &amp; Return to NEEDS Sensitivity Outweigh William Freeman: www.cambridge-associates.co.uk </li> <li> 15. O Opening HANDLING OBJECTIONS L B I J S E Needs T C E T Proposal N I I O N N S Close G LISTEN, CLARIFY, VERIFY ISOLATE / TEST acknowledge the concern test the significance of it check for other areas of concern VALID accept that you must address the concern re-stress benefits that put concern into context Agree &amp; consider if you have alternatives you wont win every time but leave the door open Outweigh Contact us to organise workshops on this topic for you William Freeman: www.cambridge-associates.co.uk </li> <li> 16. SALES CAMPAIGN MILESTONES Wanting it Preferring it Favouring it Considering your idea Sees possible value Prepared to listen No requirement Each campaign step (e.g. sales call) must move you up this scale. Assess where you are to work out next best step in the sales campaign William Freeman: www.cambridge-associates.co.uk </li> <li> 17. ON-SITE SUPPORT Breakfast meetings, workshops and booster sessions to reinforce techniques and to give you the impetus REMOTE SUPPORT Assistance with all aspects of your sales planning. From Teddington to Timbuktu. Geographic distance no object enquiries to info@cambridge-associates.co.uk William Freeman: www.cambridge-associates.co.uk </li> <li> 18. For more information about courses, workshops &amp; seminars: Visit www.cambridge-associates.co.uk Email: info@cambridge-associates.co.uk Sessions from one hour upwards William Freeman: www.cambridge-associates.co.uk </li> </ul>

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