Chapter

Chapter

7
Planning the Sales Call Is a Must!

Chapter

8-2

Main Topics
The Tree of Business Life: Planning Strategic Customer Sales PlanningThe
Preapproach The Prospects Mental Steps Overview of the Selling Process

8-3

The Tree of Business Life: Planning

T T T T T TT T T T T Builds Guided by The Golden Rule:
Plan how to help people solve

Relationships

problems and fulfill needs Plan every aspect of the sales call so you will be organized and prepared Plan to present a specific solution to each prospects unique set of problems and needs You will see that ethical service builds true relationships

8-4

Begin Your Plan with Purpose

Purpose
The constant truth that guides your business life Directs how you approach each sales call Your purpose for any sales call should be to

make a contribution to the welfare of the person.

Plan to Achieve your Purpose

Plan each day, and carry out your plan adjusting
to circumstances as you go. At the end of each day evaluate your day to ensure a successful tomorrow.
8-5

Whats a Plan?
A plan is a method of achieving an end. The foundation of your plan must be based
upon the truth.

8-6

Exhibit 8-1: Only Through Truth Can Trust Be Supported to Bridge the Gap between People

8-7

Exhibit 8-2: The Preapproach Involves Planning the Sales Presentation

8-8

Strategic Customer Sales Planning The Preapproach

Strategic problem solving involves
Strategic needs Creative solutions Mutually beneficial agreements

8-9

Exhibit 8-3: Consultative Selling Customer Relationship Model

8-10

Strategic Customer Sales Planning The Preapproach, cont

Reasons for planning the sales call
Builds confidence Develops atmosphere of goodwill Reflects professionalism Generally increases sales

8-11

Exhibit 8-5: Steps in the Preapproach: Planning the Sale

Determine sales call objective(s)

Develop/Review customer profile

Develop customer benefits

Develop sales presentation

8-12

Strategic Customer Sales Planning the Preapproach, cont

Always Have a Sales Call Objective
The precall objective have one or more! Focus and flexibility
Customer focus your efforts on the objective when you
are with the customer Be prepared to switch to another objective if needed

Make the goal specific Move customer conversation toward the objective Set a SMART call objective
8-13

Strategic Customer Sales Planning The Preapproach, cont

Determine sales call objective(s) Develop/Review customer profile Develop customer benefits Develop sales presentation

Always have a sales call objective Set a SMART call objective

S pecific Measurable Achievable Realistic Timed
8-14

Strategic Customer Sales Planning Customer Profile Provides Insight

Determine sales call objective(s) Develop/Review customer profile Develop customer benefits Develop sales presentation

Review information to create customized

presentation See what customer has done in the past to determine future needs If do not have customer profiles get one for each customer

8-15

Exhibit 8-6: Information Used in a Profile and for Planning

8-16

Customer Benefit Plan: What Its All About!

Determine sales call objective(s) Develop/Review customer profile Develop customer benefits Develop sales presentation

Steps in creating the customer benefit plan:

Step 1: Step 2: discussion Step 3: proposition discussion Step 4: based Select FABs for product discussion Select FABs for marketing plan Select FABs for business

Develop suggested purchase order on8-17 three steps first

Exhibit 8-7: Examples of Topics Contained in the Marketing Plan Segment of Your Sales Presentation

8-18

Exhibit 8-8: Examples of Topics Contained in the Business Proposition Segment of Your Sales Presentation

8-19

Customer Benefit Plan: Develop Sales Presentation

Determine sales call objective(s) Develop/Review customer profile Develop customer benefits Develop sales presentation

Write out all FABs for steps 1 - 3 Write out suggested purchase order Now you are ALMOST ready to create your
sales presentation

8-20

Exhibit 8-9: Major Phases in Your Presentation: A Sequence of Events to Complete in Developing a Sales Presentation
Rapport-building Uncover needs Attention, interest, transition Features Advantages Benefits

How to resell (for reseller) How to use (for consumers and industrial user)
Whats in it for your customers? Recommend what to buy in order to fill the needs uncovered in the presentation.
Ask for the business!

Do not give up! Act as a professional Leave the door open

8-21

What is Left in Creating Your Sales Presentation?

1. Approach.

As shown in Exhibit 8-8 you need

to create your: Approach covered in Chapter 10 Close covered in Chapter 13

2. Fully discuss your product. 3. Present your marketing plan. 4. Explain your business proposition. 5. Suggested purchase order. 6. Close

7. Exit

8-22

Before You Can Pick Your Approach You Must:

Select which presentation method to use
covered in Chapter 9 Prepare for anticipated objections from your prospect/customer covered in Chapter 12

8-23

In Planning a Sales Presentation, You Should Consider:

The prospects mental steps

???

What would the prospect be thinking as

you give your presentation?

8-24

Exhibit 8-10: The Prospects Five Mental Steps in Buying

Attention

Interest

Desire

Conviction

Purchase

8-25

How Do You Obtain Someones Attention When You Begin Your Presentation?

Show you are there to help! The proper approach is important! (Chapter
10) Your goal is to determine a need or problem

Attention

Interest

Desire
8-26

Conviction

Purchase

How Do You Keep Someones Interest in What You are Presenting?

Show you are there to help! Quickly present major FABs that:
Fulfill a need Solve a problem Show and tell as discussed in Chapter 11

Attention

Interest

Desire
8-27

Conviction

Purchase

How Do You Build Desire for Your Product?

Show you are there to help! Using your trial closes, determine
if prospect is interested in benefits Watch for nonverbal signals! Green Yellow Red
Attention Interest Desire
8-28

Conviction

Purchase

How Do You Establish The Conviction Your Product Will Solve Needs or Problems?

Show you are there to help! Let the customer see how your products
FABs will solve her needs or problems Your trial closes will reveal whether the customer ready to buy

Attention

Interest

Desire
8-29

Conviction

Purchase

How Do You Know if Customer Ready to Purchase So You Can Close?

Show you are there to help! Trial close response(s) give nonverbal
signals that indicate positive beliefs that the product will fulfill needs or solve problems

Attention

Interest

Desire
8-30

Conviction

Purchase

Overview of the Selling Process

Getting the prospects attention and interest by
having the prospect recognize a need or problem, and stating a wish to fulfill the need or solve the problem Uncovering and answering the prospects questions and revealing and meeting or overcoming objections results in more intense desire Desire is transformed into the conviction that your product can fulfill the prospects needs or solve problems
8-31

Exhibit 8-11a: The Selling Process and Examples of Prospects Mental Thoughts and Questions

8-32

Exhibit 8-11b: The Selling Process and Examples of Prospects Mental Thoughts and Questions

8-33

Exhibit 8-11c: The Selling Process and Examples of Prospects Mental Thoughts and Questions

8-34

Summary of Major Selling Issues

Careful planning of the sales call is
essential to success in selling Planning builds self-confidence, develops an atmosphere of goodwill, creates professionalism, and increases sales Sales call planning Have a sales call objective that is SMART Develop or review the customer profile Develop your customer benefit plan
8-35