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Marketing FINAL

Ch. 19

TermDefinition
What must a salesperson be an expert in? - The product / service you are selling - The customers you're selling to - The competition you're going against - The industry you are selling in and to
Steps in the Selling Process 1. Generate + Qualify Leads 2. Pre-Approach 3. Develop Solutions 4. Present and Handle Objections 5. Close the Sale 6. Follow Up
How to generate + qualify leads? generate means to come up with people who would be interested qualifying leads --> are these people in the market? Consider qualifications; need, budget, authority, timing
Pre-Approach - Probe needs and use CRM - First impression matters - Create a relationship w/ qualified leads make sure to ask lots of questions - Probe for needs and make it about THEM
Present and Handle Objections - Customize to audience - Solve their problems and anticipate objections - View objections as a request for info - Be sure to be knowledgeable on industry - Ask for the ORDER
Close the Sale - ABC’s of Sale - Look for customer signals - Keep an open mind - Negotiate - Tailor to each market
Follow Up Ensure… - Delivery schedules are met - Goods / services perform as promised - Buyer’s employees are properly trained to use the products - USE RATER
Lead Qualifying Need; do they need this? will it solve a business issue? Budget; do they have the ability to buy? Authority; do we know who the decision-maker is? Timing; what is their timeframe for buying?
Created by: Zetiris
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