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Planning the Sales Call

Planning the Sales Call. “Begin with the end in mind”. Goals-Actions-Results. RESULTS. GOALS. ACTION. Goals. What is a goal? “the purpose toward which an endeavor is directed-an objective” Two types of goals: Strategic- Big picture plans we want to achieve

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Planning the Sales Call

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  1. Planning the Sales Call “Begin with the end in mind”

  2. Goals-Actions-Results RESULTS GOALS ACTION

  3. Goals • What is a goal? • “the purpose toward which an endeavor is directed-an objective” • Two types of goals: • Strategic- • Big picture plans we want to achieve • Dreams we want to turn into reality • Tactical- • Specific in nature • Require attention to execute

  4. Goals • Specific (quantity and time) • Measurable • Realistic (attainable)

  5. Actions • Goals lead to actions! • Selling=Action-oriented task • Each goal you set leads you to the next action you must undertake. • Actions include: • Communicating with prospects • Doing presentations • Objection handling • Asking for orders

  6. Results • Without results, you have nothing. • Results are both tactical and strategic • They are attained continuously throughout the sales process.

  7. The Plan • What you plan to do – NOT what you guess the prospect will do. • Everyone does their own • Choose what you want to sell and to whom

  8. Steps to Success • Product Knowledge • Market Knowledge • Industry Knowledge • Specific Prospect Knowledge • Gather and analyze information (qualify). • Identify possible needs (qualify).

  9. Steps to Success • Construct your table of needs/features/benefits • Set your objectives • Develop your SPIN questions to uncover needs • Plan and write how you will respond to objections • Develop your proofs and visual aids • Complete your approach and closing scripts

  10. Assignment 1 • What are you selling and to whom? • What are their possible needs • What are the features of your product that produce the benefits that match those needs • What are some of the road blocks to a successful sale? (Objections, competition, etc) • Who did you interview and how did they help?

  11. Assignment 2 • The Approach Plan • The first 50- 100 words as you enter. • NOT your entire plan • Plan one for each personality type • Profession Introduction • Gain Attention • Build Rapport • Transition into needs discovery

  12. Assignment 3 - Questions • SPIN question sets (at least 10 questions) • Situation • Problem (s) • Implication • Need payoff • Label each question S, P, I, or N. • Related to the product you sell and the situation. Used to uncover your assumed needs as listed in assignment 1! I recommend SSPIPIPIPIN

  13. Assignment 4 - Closing Plan • The three objectives for the sales call • Script of the actual words you will say to ask for the business. • An anticipated objection and your planned response. • Transition to next closing statement if first one results in a stopper objection. • Transition to next closing statement if second one gets a negative response. • Total of three to match your objectives. Transitions are validation

  14. Grading • Based on • Convincing plan will actually win the sale • Good research • Well presented • Creative solutions • Correct grammar and spelling

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