Plan for the
Triple Win with These Power Points
High performing
salespeople ask QUESTIONS to close
sales
Whoever asks
the QUESTIONS will control the presentation
and set the topic of discussion.
Whoever controls
the presentation shall be the seller! Always!
Once you ANSWER
a prospects QUESTIONS, he/she has no
further use for you! So:
When you are
asked a QUESTION, get back in control
with a counter QUESTION of your own.
After you close
- be quiet! The first one to speak is the buyer!
SALES
CALL PLANNING CAN TRANSFORM YOUR SUCCESS DREAM INTO REALITY (RESULTS)
The
Triple Win
Call Planning Checklist
- What are
the organization's / buyer's needs?
- Why am I
making this call? (Call Objective)
- What do
I need to do to be ready for this call?
- What high
gain QUESTIONS will I use to bring
out underlying issues and new insights into their problem.
- Which of
my benefits will satisfy their needs? (WIIFM
- What's In It For Me?)
- Which concerns
will I have to deal with? How will I answer them? (handling objections)
- Which positive
statement or QUESTION will cause
the buyer to act in a way that will accomplish my call objective?
(The Close)
If
you can't answer these QUESTIONS, don't
make this call.
Created
by Wilner & Associates, Inc.
High
performing sales people write effective objectives on a call by
call basis. How can you be sure that your objectives are effective?