customer oriented sales call model n.
Download
Skip this Video
Loading SlideShow in 5 Seconds..
Customer-oriented sales call model PowerPoint Presentation
Download Presentation
Customer-oriented sales call model

Loading in 2 Seconds...

play fullscreen
1 / 9

Customer-oriented sales call model - PowerPoint PPT Presentation


  • 87 Views
  • Uploaded on

Customer-oriented sales call model. FFA Ag Sales CDE March 27, 2014. Learning Objectives. Know the Four Phases of the Customer-Oriented Sales Call model, including the specific steps within each phase Within Phase 4, know what to do when the customer says yes, maybe or no.

loader
I am the owner, or an agent authorized to act on behalf of the owner, of the copyrighted work described.
capcha
Download Presentation

PowerPoint Slideshow about 'Customer-oriented sales call model' - shayla


An Image/Link below is provided (as is) to download presentation

Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author.While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server.


- - - - - - - - - - - - - - - - - - - - - - - - - - E N D - - - - - - - - - - - - - - - - - - - - - - - - - -
Presentation Transcript
customer oriented sales call model

Customer-oriented sales call model

FFA Ag Sales CDE

March 27, 2014

learning objectives
Learning Objectives
  • Know the Four Phases of the Customer-Oriented Sales Call model, including the specific steps within each phase
  • Within Phase 4, know what to do when the customer says yes, maybe or no
customer oriented sales model
Customer-oriented sales model

Establishing

Rapport

Discovering

Customer’s

Needs

Making Your

Presentation

Closing the

Sale

Phase 2

Phase 3

Phase 4

Phase 1

customer oriented sales model call phase 1 establishing rapport
Customer-Oriented Sales ModelCall Phase 1: Establishing Rapport

Introduce yourself and your company

Introduce yourself

Introduce your company

Remind customer of circumstances that

led to your visit

Step 1

Initiate social conversation

Offer a sincere compliment

Ask about a topic of mutual interest

Mention a referral if you were referred by

another person

Step 2

Shift attention to topic of business

Confirm customer’s interest in specific area

Emphasize the importance of this business topic

Step 3

customer oriented sales model call phase 2 discovering needs
Customer-Oriented Sales ModelCall Phase 2: discovering needs

Discovering Customer’s Needs and Situation Factors

Ask questions (information, probing or

confirmation)

Listen carefully to responses

Verify each need and situation factor

Note: Situation factors include current practices,

plans, resources, decision-making process and

competitive products used

Step 1

Confirm Customer’s Needs

Summarize needs you have discovered

Confirm importance of these needs

Step 2

customer oriented sales model call phase 3 making the presentation
Customer-Oriented Sales ModelCall Phase 3: making the presentation

Propose a customer action

“Based on your needs that we just discussed,

I recommend product X . . . “

Step 1

Explain how needs are met by this action

Convert features to benefits

Match benefits to buying motives (needs)

Focus on most important needs

Step 2

Verify the proposed customer action

Restate proposed customer action and needs met

Confirm that this action will satisfy these needs

Step 3

customer oriented sales model call phase 4 closing the sale
Customer-Oriented Sales ModelCall Phase 4: closing the sale

Ask for customer commitment

Follow general guidelines for closing the sale

Use an appropriate closing method

Step 1

Ask customer to initiate action

Step 2

IF CUSTOMER SAYS YES

Confirm the sale (3 steps)

1. Thank them for the order

2. Remind them of the benefits

3. Reassure them that they made a good decision

Step 3

customer oriented sales model call phase 4 closing the sale1
Customer-Oriented Sales ModelCall Phase 4: closing the sale

Ask for customer commitment

Follow general guidelines for closing the sale

Use an appropriate closing method

Step 1

Ask customer to initiate action

Step 2

IF CUSTOMER SAYS MAYBE

Negotiate buyer resistance

Follow general strategies for negotiating buyer

resistance

Use specific methods (tactics) for negotiating

resistance

Step 3

Shift attention to topic of business

Confirm customer’s interest in specific area

Emphasize the importance of this business topic

customer oriented sales model call phase 4 closing the sale2
Customer-Oriented Sales ModelCall Phase 4: closing the sale

Ask for customer commitment

Follow general guidelines for closing the sale

Use an appropriate closing method

Step 1

Ask customer to initiate action

Step 2

IF CUSTOMER SAYS NO

Thank them for their time

Thank them for taking the time to visit with you

Leave the door open in case something changes

Follow up with a thank you letter if future prospect

Step 3

Shift attention to topic of business

Confirm customer’s interest in specific area

Emphasize the importance of this business topic