Question

An important part of consultative selling is the use of questions to uncover the customer's needs. You have planned some of your questions in constructing your SELL Sequences. SELL Sequences should be contained in your discussion in of the product, marketing plan, and business proposition. Every important sales presentation should contain most - if not all of the presentation mix ingredients. There is a chart in this chapter that looks like a pie chart with a center - exhibit 11.5. To make SALE 5, complete all sections and submit your assignment here: 1. Construct and write out one SELL sequence. After your trial close, the buyer questions what you have just said. The buyer sounds as if unsure what you are saying is true. Create a proof statement that shows your claim is true. After writing the SELL Sequence, write the buyers skeptical remark and your proof statement. 2. Create on analogy, simile, metaphor and parable to use in your presentation role-play. 3. Describe a demonstration you could do of one of your product's benefits. Remember, simply showing the product is not a demonstration. 4. Describe three visual aids you could use in your presentation. 1. I would like to sell a broom. But not any kind of broom, this broom is able to sweep and vacuum in one. This broom/vacuum is top quality and saves you time of daily chores. It will have a pressure activated nozzle, completely cordless, and it will same energy more effectively since the product occupies rechargeable batteries. 2. The customer segment for this product will be cleaning businesses and individuals who have kids. This product will be efficient for getting their home clean in less time. Without making it difficult by dragging that heavy vacuum at those hard spot places. 3. The feature of the product are as follows: Advantage:It wll help you by having an appliance in one Benefits: It will have a pressure nozzle choose to vacuum Advantage ll be cordless able to move around in different parts of the home faster Benefit: It will prevent you from dragging that heavy vacuum everywhere Advantage: It will produce less waste because they can be recharged with a simple battery charger and reused hundreds of times Benefit: It uses less energy because rechargeable batteries with a battery charger is more energy efficient than the cost and energy of buying new batteries 4. Sell sequence for the FAB: As it will save you time (feature) it will help you by having an appliance in one (advantage) and in turn it will have a pressure nozzle when you choose to use the vacuum (benefit) As it will be coreless (feature) it will let you move around in different parts of the home faster (advantage) and it turn it will prevent you from dragging that heavy vacuum everywhere (benefit). As it will save energy with batteries (feature) it will produce less waste because they can be recharged with a simple battery charger and reused hundreds of times (advantage) and in turn it uses less energy because rechargeable batteries with a battery charger is more energy efficient than the cost and energy of buying new batteries (benefit).

Answer 1

Selling is a process involving the interaction between a potential buyer and a person hired by a company to sell its products to potential buyers. Sales is a recognized business profession, and ranges from a shoe salesman to an investment banker who manages company stock with billions of dollars at stake.

Sales Process

Professional selling involves a series of seven distinct steps. Let's take a look at each.

1. Prospecting is finding and qualifying potential customers. Qualifying is the process of determining whether a potential customer has a need or want that the company can fulfill, and whether the potential client can afford the product.
2. Preparation involves preparing for the initial contact with a potential customer. You will need to collect and study relevant information, such as product descriptions, prices, and competitor information. You will also need to develop your initial sales presentation.
3. Approach is the first face-to-face interaction you will have with the potential customer. In the premium approach, you give your prospect a gift at the beginning of the interaction. It may be a pen, a novelty item or company calendar, for example. Another method is the question approach, in which you ask a question to get the prospect interested. For example, 'Would you have a problem making a 15% annual return on an investment?' You may also use the product approach, in which you give the prospect a sample to review. The idea behind all of these approaches is to get the prospect involved in the interaction quickly.
4. Presentation is actively listening to the needs and wants of the potential customer and demonstrating how your product can meet those needs and wants.
5. Handling objections is an important part of the process. Objections can be useful because they tell the salesperson what to focus upon in addressing a prospect's concerns. Successful salespeople learn how to overcome objections through preparation and having the right information at hand to address them.
6. Closing involves identifying closing signals from the prospect that indicate it's decision time. There are different approaches to closing. In the alternative choice close, you assume the sale and offer the prospect a choice such as, 'Will this be a cash or credit transaction?' An extra inducement close involves you offering something extra to get the buyer to agree, such as a discount or a free product. In the standing room only close, you inform the prospect that time is of the essence because some impending event, such as a price increase, will change the terms of the offer.
7. Follow-up is building a long-term relationship with your customer for purposes of repeat sales. For example, you make contact with the customer sometime after the sale and make sure the product was received and is in good condition. Again, the idea is not to sell at this stage, but to create a solid relationship for future sales.
8. EXAMPLE:In a completely different industry, one real estate company wisely established a sales pipeline for short sales, which were prolific during the economic downturn and needed to be rapidly executed:

9. 1.Beginning stage, during which the lenders were contacted and house was officially put up for sale.

10. Submission stage, in which the contract was obtained and complete short sale package was submitted to lenders (package elements were listed out to be followed during this stage)
11. Review stage, during which file was checked for completeness, house was appraised and other actions taken.
12. Approval stage during which loan is approved and a letter generated to listing agent. If approval doesn’t occur, either a counter-offer is made or file is closed.
13. Close, at which financing is complete, title is obtained and other elements are finalized.

14. In each of these cases, it is readily observable how a established pipeline management puts everyone on the same page. Decision points are built into the process, taking time, possible confusion and errors out of the sales cycle, and sales can occur much more rapidly and efficiently.

    As a final note, a flexible CRM Software that allows company to utilize their own unique sales process or processes is vital to the isolating and utilization of sales pipeline management.