Sales training

1
Sales training

• What should I do in the appointment?
• What to do once you leave the appointment
• What should be in the proposal
• How to present the proposal
• How to follow up
• How to keep the impetus of the first meeting
• Am I annoying them too much?
• How to close the sale
• Fear of rejection

2
What should I do in an appointment

• Find out what the prospects requirements are
• Find out why they saw you
• Find out if they are the final decision maker (if
  not who is)
• Talk about your company and some of your
  experience (if it relates to their problems)
• Explain how you can help
• Ask if they have a budget
• Ask when you can come back to present your
  recommendations (try to leave 3-5 working days
  minimum)

3
What do I do when I leave the appointment?

• Go back and write up your check list as soon as
  possible (this will ensure that you do not forget
  anything)
• Ensure the proposal is ready by the time you have
  said it will be

4
What should be in a proposal?

• About the prospect (what they do, size, etc)
• A description of the clients requirements
• A short description about your company
• A section about how you will address the
  prospects requirements
• Costs
• Terms and conditions
• Client testimonials if available

5
How to present the proposal

• Dont read it word for word to the prospect, they
  can probably read!!!!
• Go through it with the prospect, have some points
  in there that you explain and talk about/discuss
• Once you have gone through the proposal ask the
  prospect what they thought of it (did you cover
  everything, was it as discussed in the previous
  meeting)
• Ask them what they thought of the price (this is
  key)
• Ask them when they think they are going to make a
  decision!!!! (most important part of the meeting)

6
How to follow up

• Once you have left the presentation meeting, you
  should aim to make contact with the prospect
  within three days (but not too quick!!!)
• Say how much you enjoyed the meeting and you are
  looking forward to working together and ask for a
  final time if there is anything else they need
  you to do
• Ask them if you should call back and when, or if
  they will contact you..remember you already know
  when they should be making a decision as they
  already told you in the first meeting

7
How to keep the impetus from the first meeting

• If you made a good enough impression in the
  presentation meeting, keeping the impetus going
  is not a problem and nothing to worry about.
• Your enthusiasm should have come across in the
  two meetings and in the proposal. On top of that
  you have the three day phone call to make after
  the appointment.
• All of this is aimed at making sure you keep the
  impetus going.
• A good way to keep the prospect interested is to
  ensure you ALWAYS phone back when you say you
  will or when you are asked to call back)

8
Am I annoying them too much?

• If you phone the prospect back when you say you
  will, or when you are asked to call back, you can
  not possibly annoy them as you are doing what
  they say!

9
Closing

• What is closing
• When do you start to close
• What is the winning closing line

10
Fear of rejection

• Get over it. You win some you lose some.