Phase 2:
Transactional Steps
Approach
Need Discovery
The Success of the process
depends on this
Active questioning and creative
listening skills are needed
Features vs Benefits
A feature is a fact that is true about
a product or service, tangible or
intangible.
Preparation
and
Making
The presentation
A fact becomes a benefit when it
fulfills a need to the customer.
Benefits of the product or service
are the application of features to the
needs of the prospect
A seller should be thoroughly
familiar with the features of the
product or service
Knowledge makes it possible to
describe the benefits
It is up to the seller to qualified the
buyer.
Handling
Objections
[Resistance
can be avoided]
Closing
Resistance comes because an
atmosphere of mutual trust and
cooperation was never fully
developed.
Adjust your personality to the
behavioral style of the prospect well
enough to establish rapport.
There may be problems beyond
your control.
The closing stage is often the
longest and most tedious stage for
the traditional seller.
When a qualified prospect says,"