Thread by @TosinOlunuga

Day 3 training
#Relationship Management for Salesmen/SalesWomen and Marketers

*****The main Pitfalls

Guard against the following:

@EntrepreneurHu6
@TosinOlugbenga
@myluvlies
@gboly3190
@SimpleMacSmith
@aywizzie
@delesings
@threadreaderapp UNROLL

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The wrong location:
try to avoid having a meeting in a noisy or distracting environment (e.g. reception area); tactfully suggest that in the clients interest a different location would be better.

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•Excessive time pressure:
you should always be as concise as possible, but if your prospect really is not concentrating properly because of time pressures then you are better to cut your losses and try for another appointment; but

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generally prospects who say “I`ve only got a few minutes” are just reminding you to be brief and will usually give you more time if you gain their attention and interest quickly.

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Downgrading the call:
opening such as “I was just passing by and thought I`d drop in….”or”I just thought I`d call in to say hello…” neither flatter the client nor gain attention; even “courtesy calls” or “goodwill visits” should have a clear objective and a strong opening.

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Summary

Although the most important occasion for the use of the above technique is early on in the call, remember that each change of direction or change of topic means you will have to “gain attention” all over again

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*******Closing sale and gaining commitment – PAYBACK

The close of the sale cannot stand by itself – it is d logical end to a well planned & well executed presentation. No method of closing is likely to succeed if d presentation has been weak;

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on the other hand even a good presentation may not obtain business if it is not properly concluded.

To bring any sale to a successful conclusion you must keep the objective clear in mind and close on that objective by obtaining from a client either :

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Firm commitment (e.g. a signed order, a verbal acceptance) or

•Positive agreement ( e.g. that you will be specified in future, that you will be given an order when the need next arises).

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*****When to conclude or close

The timing of the close is important. You can fail to achieve your objective by attempting to close too soon – before d prospect has enough information on which to base a decision –

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or by going onto long & spoiling an otherwise sound presentation. This does not mean there is only one `psychological moment’ at which to close . It does mean that the close must be planned. At every stage of the offer, ask questions to ensure that the prospect has understood

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what has been said – and perhaps more importantly, agreed with it. Checking for these ‘yes responses’ will ensure that any doubts, disagreements or objections are brought out at the appropriate time. For example “ are you happy with what I have said so far?” or “ is that the

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type of service quality important to your company?”

As the interview progresses, you should watch and listen for ‘buying signals’ – indications of how the prospect’s mind is working. A buying signal may be physical (e.g picking up the brochure0; or it may be verbal

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(e.g : what is delivery on this?”). the prospect has not decided to buy – but is considering so.

When buying signals are observed, you can afford to become assumptive & change from “if you have this” to “ when you have this”. You must develop the skill of becoming gradually

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more assumptive as the ‘yes responses’ become more positive.

Sometimes the buyer will close the sale naturally themselves, but if you should try to close on a buying signal which comes towards the end of your planned presentation.

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****""How to conclude or close.

You must always be prepared to ask for the decision. Sometimes simply asking will be sufficient, but there are seven basic techniques ( and many other variations/combinations thereof) which can be used to make the asking more effective.

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A. Assumptive close:
maintain the positive momentum of ‘yes responses’ and ‘buying signals’. Use that momentum to close by wording the close carefully. Not “ do you want to go ahead?” but, “how soon would you like the delivery?”

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B. Alternative close:
offer a choice of two ( or sometimes more) positive alternatives in terms of timing, speculation, color, payment method, delivery etc.
e.g “ would you like the ads to start in March or April?” “ would you prefer position X or position Y?”. this

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technique is the only one, which in itself, asks for a decision and can be used either by itself or with one of the others. It is particularly effective because you are asking the prospect to decide ,yes or yes’ rather than ‘yes or no’ –even if both are rejected, the prospect

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Has not yet rejected your offer itself, only those particular choices.

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C.
•Summary close:
briefly summarize the main points of your discussions and presentation, paying particular attention to the benefits of your offer as it relates to your prospect’s needs, wants, problems and priorities; in a competitive situation also emphasize on these

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factors about your company and your product or service which your competitors cannot match.

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D.
•Verbal proof close:
refer to an existing client or a particular application, outlining what you company has done and the benefits derived; this will build confidence in the prospect’s mind and show that you can also provide the same benefits for his or her organization

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The ‘verbal proof’ must, of course, be true and if possible capable of being checked – documentation or a letter of reference will add impact and increase credibility. And if you can cite a prestigious, local or relevant and similar existing customer, so much the better.

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E. Concession lose:
encourage the prospect to make a positive decision by offering a concession (company policy) which is either designed to apply time pressure (e.g a small price reduction for an immediate order) to show that you personally are providing specially good

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service for that particular prospect (e.g a small specification change at no extra cost). Concessions should be kept till the very end and used only if necessary – if a concession is introduced too soon, or if it is seen to be available to everyone, its impact is reduced

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F. Caution close:
introduce a note of caution by explaining d disadvantages of not making a positive decision. E.g “a competitor wld have a cost advantage.” “prices will b increased in d near future.” d overall message being put across is “…u wld b well advised to order now

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G.
•Isolation close:
if a client raises a last minute objection, try and make sure there is nothing else stopping him from going ahead. “ so if we can take care of that point of concern, Mr X, will you attend the demonstration?”.

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There is no one best way to close, but there is a best time – when the presentation is complete, and when you have been getting ‘yes responses’ and ‘buying signals’. At that point the buyer is convinced, so that is the best time to close.

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You should prepare and practice as many of the different methods as are appropriate to your business. Then you will be flexible enough to react correctly in every sort of selling situation.

We draw the curtain here and resume Tomorrow at 10am.

Theme-ANSWERING OBJECTIONS RT