• Thinker: wants facts and figures
• Feeler: emotional; they care about the seller
• Intuitor: likes ideas and innovations. Looking to better themselves
• Sensor: get to the bottom line

• Prospecting- finding customers
• Preapproach- strategizing about the prospect
• Approach- facetime with potential client
• Presentation- further uncovering needs of the prospect
• Trial Close- can be done whenever. best after an objection.
• Objection- "no" doesnt necessarily mean no
• Meet Objections- answer the objections
• Trial Close
• Close
• Follow up- most important step

• Must have willingness to buy (desire)
• Authority to buy
• Capacity to buy (Money)
• MAD

• cold canvassing- no relationship to potential client
• Endless chain of customer referrals
• Orphaned customers
• Sales lead clubs- everyone shares info.
• Public exhibition- career fair
• Centers of influence
• Telephone
• Networking- most important

• leads
• referrals
• orphans
• your customers

• determine who you need to meet
• short email
• extensive customer research (know buyers assortment)
• extensive market research (competition, opportunity gaps, pricing etc.)
• identify the opportunity gap within the retailers merchandise mix
• a very concise and targeted presentation with sample base on our research
• Value proposition (why they should choose you)

• directs how you approach each sales call
• your purpose for any sales call should be to make a contribution to the welfare of the person

• plan each day, and carry out you plan adjusting to circumstances as you go
• good for call reluctance

• a plan is a method of achieving an end
• the foundation of your plan must be based upon your principles, honesty, and the needs of your client
• what is the END you want? making a sale at some point. How do you get there? by pre-call planning

Reasons for planning the sales call

• builds confidence
• develops atmosphere of good will
• reflects professionalism
• generally increases sales

• determine sales call objective
• develop review customer profile
• develop customer benefits
• develop sales presentation

• Specific
• Measurable
• Achievable or agreed upon
• Realistic
• Timed

• attention
• interest
• desire
• conviction
• purchase

• getting the prospect's attention and interest by having the prospect recognize a need or problem, and stating a wish to fulfill the need or solve the problem
• uncovering and answering the prospect's questions and revealing and meeting or overcoming objections results in more interest desire
• desire is transformed into the conviction that your product can fulfill the prospect's needs or solve problems

• leads into the presentation (the beginning)
• the time where the salesperson first contacts the buyer to the beginning of the discussion of the product

• meeting
• greeting
• rapport building
• schmoozing (find common ground)

• considered most important step
• will not get a second chance

• projected by appearance and attitude
• only have one chance to make a favorable first impression

• with a statement
• with a demonstration
• with a question or questions

• introductory approach
• complimentary approach
• referral approach

• close ended question
• can be answered with a few words such as: "what kind?" or "how many?"
• does not really tell you much
• little feedback information

• open ended question
• "who will use this product?" and "what features are you looking for in a product like this?"
• this is to obtain unknown or additional information

• useful if you areunclear and need to clarify the meaning of something said
• Ex. "are you saying that price is the most important thing to you?"

• used to change the direction of the conversation-often from a negative to a positive
• ex. "wouldn't you agree that you continually need to find new ways to increase your company's sales?"

1. use only questions that you can anticipate the answer to or that will not lead you into a situation from
2. pause or wait after submitting a question
3. listen

• completely and clearly explains all aspects of the salesperson's value proposition as it relates to a buyer's needs
• determine buyer's needs through asking good questions
• determine needs and wants through questions and then present a solution

• structured or canned or memorized selling
• semi-structured or formula selling
• need-satisfaction selling or unstructured selling
• problem-solution selling or customized selling

• either you or your team presents the proposal to a group of decision makers
• the larger the group, the more structured the presentation needs to be
• give proper intro
• establish credibility
• provide an account list
• state your competitive advantages
• give quality assurances and qualifications
• cater to the group behaviorial style
• get people involved
• the proposal
• no prices
• summarize benefits

• oppositions or resistance to information or the salesperson's request is considered to be an objection
• accept objection as a challenge
• people do not want to be taken advantage of
• learn to overcome objections

When do prospects object?

• at any time during the selling process
• use trial close to ensure you have answered the objection

• plan for objections
• anticipate i.e. take care of them in the presentation
• be positive
• handle objections as they arise-postponement may cause a negative mental picture or reaction
• listen-hear them out-let client talk

• request for info.
• a condition (negotiation can overcome a condition)
• major or minor objections
• pratical or psychological objection
• hidden objections

1. hidden objections
2. stalling objections
3. no-need objections
4. money objections
5. product objections
6. source objections

1. the dodge-dont respond to objection immediately
2. rephrase as questions
3. postpone- clarify with permission later
4. boomerang- take a negative into a positive
5. ask questions- most often used response
6. denial- "no, that is not true. there are the facts." use proof statement
7. indirect denial- try to focus client on something else without directly saying no
8. third party- referral or some kind of testimonial (only use if it is real)

• after answering an objection
• after the presentation but before the close
• after making a strong selling point in presentation
• immediately before you move to close the sale

• admit it
• compensate for it by showing how your product's benefits outweigh the disadvantages
• try to close and get buyer to say "no"
• leave the door open for a return visit