Handling special situations
o
o
Less interruptions
Your prospect is obligated to listen
Non threatening atmosphere
Less stressful
o
The Setting
for the
Sales
Interview
Their office - Your office - Restaurant :
Wait until prospect's attention is completely back to you.
Restate selling points that were of interest to the prospect.
Invite participation.
Make sure interest has been regained, then proceed.
o
Interruptions
o
o
o
Phone Calls
o
Offer to leave the room if the prospect must take a call
Turn off or silence your cell phone or pager.
TEAM SELLING
o
Benefits of
Team Selling
o
o
o
o
Risks of
Team Selling
o
o
o
Customer gets involved with more than one person
More accurate need definition
Very useful of product is technical
Different individuals bring more selling skills
Requires special planning
Must have a leader
Must agree on objectives
Must be better rehearsed
o
o
o
The Roles of
Each Team
Member
o
Leader
o
Coordinates the effort
Monitors presentation
Shows leadership, maturity and
responsibility
Must know the product, company policies
and markets
o
Combinations
that Work
(There are a lot
more than what
is in the book.)
Tech advisor, Finance advisor, Etc …
o
Salesperson and barrister (attorney)
Good guy. Bad guy
a.Makes salesperson more careful
b. Impresses the importance off the meeting
Opener and closer
o
o