MENTOR AND COACH YOUR SALES FORCE

(DON’T DO IT FOR THEM)

DIFFERENT SALES ENVIRONMENT

PERSONAL SELLINGPROCESS

1.PLANNING AND PROSPECTING

2.APPROACH THE CUSTOMER

3.SALES PRESENTATION AND DEMO

4.CLOSE

5.CLOSING OBJECTIONS

6.FOLLOW-UP

PLANNING AND PROSPECTING

COLD CALLING

QPMA

SALES LEADS

IT’S A NUMBERS GAME

PRE CONTACT ACTIVITY

APPROACH

PROFESSIONALISM

PREPARATION

PHONE OR IN PERSON

SALES PRESENTATION AND DEMO

PRACTICE

DEMO ANYTHING

SALES VOCANULARY

FEATURES/BENMEFITS

LISTENLISTENLISTEN

CLOSE

ABC

CLOSING TECHNIQUES

FORCED CHOICE

OBJECTIONS

HANDLE THEM

HANDLING OBJECTIONS TECHNIQUES

FOLLOW-UP

COGNITIVE DISSONANCE

SET THE STAGE FOR THE NEXTSALE

REFERRALS