SALES PROCESS Baseline Behaviors for Performance

1
SALES PROCESSBaseline Behaviors for Performance
2
TARGETING

• Analyzes sales unit and product market share data
  and other data reports to determine customer
  priorities.
• Ranks customers by volume contribution to
  territory.
• Has a working knowledge and up to date record of
  customer specific data including their products,
  management and company history.
• Has a working knowledge and up to date record of
  the customers business activity.
• Develops written Key Account Business Plans
  containing quantitative analysis of customer
  product usage, SWOT, objectives, strategies
  tactics to achieve results.

3
PRE-CALL PLANNING

• Utilizes Contact Manager to review any call
  history.
• Develops a written SMART call objective -
  Specific, Measurable, Action Oriented, Results
  Oriented Trackable containing
• Call Outcome As a result of this call.
• Product core selling messages based on
  visualizing the call and anticipating several
  what if situations and how you would handle
  them.
• Develops a Purpose/Process/Payoff Statement to
  set the tone of the call.
• Creates a list of probing questions to understand
  current state and uncover needs, issues and
  barriers.
• Anticipates and prepares product selling and demo
  materials for the sales call.

4
ESTABLISH BUSINESS RAPPORT

• Knows customer influencers and decision makers by
  name and is conversant on their social style,
  preferences and personal information.
• Sets business tone and shares call objective on
  each sales call by delivering a
  Purpose/Process/Payoff Statement.
• Implements all phases of the sales call process
  from the P/P/P statement through probing, product
  benefit selling messages, and handling objections
  to earn the right to close.
• Asks a series of open and closed ended questions
  throughout the sales call that uncovers
  underlying barriers, issues or needs and/or
  directs call to desired outcome.
• Demonstrates active listening utilizing checking
  questions, clarifying and confirmation
  statements.
• Is able to summarize and restate customer
  responses.

5
SALES APPLICATION

• Prepares sales materials for presentations.
• Utilizes sales materials and readily able to
  refer to key information to support verbal
  messages in all sales calls.
• Possesses knowledge of each customer and their
  decision making criteria.
• Able to weave their decision making process into
  product presentations in order to leverage the
  closing process.
• Introduces product data by stating the title,
  authors, abstract, publication and date and
  briefly reviews the abstract and conclusions.
• Able to reference and present scientific and
  product data in an understandable way that
  creates the weight of evidence for your products.

6
HANDLING BARRIERS AND OBJECTIONS
Probe to Identify Specific Objection
Listen to Customer Response
Re-State Customers Concern
Neutralize
Present Solution
Ask Checking Question
If NO
If YES (Customer buy-in)
Summarize
Close
7
BENEFIT SELLING MESSAGES

• On all sales calls, translates product features
  to appropriate customer benefits and total
  solution.
• On targeted sales calls, translates your
  companys features to benefits of affordability
  and cost effectiveness.
• Mentally responds to customers unstated
  questions of So What or Whats in it for Me
  to translate product and business features to
  benefit statements.
• Able to create a story or paint a picture
  that ties both technical and business needs to
  your products benefits in the customers world.

8
POST CALL FOLLOW-THROUGH

• Self evaluates the call asking if you
  accomplished your call objective.
• Ask yourself what you did well and what would you
  do differently?
• Enters sales call impacts of influencers and
  decision-makers in the Contact Manager System
  daily to establish a framework for the next
  pre-call plan and communication tool for home
  office personnel.
• Provides succinct, specific, factual updates and
  behavior oriented feedback.
• Replicates a minimum of two times per week.
• Provides customer with written follow up
  communication.

9
CLOSING

• Trial closes to assess customer readiness to buy.
• Summarizes and restates the call objective and
  the call outcome.
• Delivers an action oriented close on every sales
  call in order to close.
• Concludes with a benefit statement relative to
  the sales call as to why your products are the
  products of choice for your current customers.
  The Proof Statement.

10
CLOSING

• Points to Remember
• Expect To Win!
• Give Your Customer What They Want You Will
  Always Get What You Want!
• Ask For The Order Early and Often!
• Once You Close, Stop Selling!