Call Phase I:

Call Phase II:

Call Phase III:

Call Phase IV:

Call Phase V:

Call Phase One: Establishing Rapport

Call Phase Two: Discovering Customer's Needs

The purpose of the sales call

Why do we ask questions?

Call Phase Three: Making Presentation

The worst kind of presentation what?

Anything that can be seen, felt, measured or demonstrated.

Whatever provides customer with advantage or gain.

Call Phase Four: Closing the Sale

Call Phase Four: Close the Sale if NO

Working to reach an agreement that is mutually satisfactory to both buyer and seller

Five different types of buyers

The toughest to over come. You must prove product is a good investment.

Product may be new or not well established. Prospect may be satisfied with current price.

Prospect may be loyal to present supplier who doesn't have your product and doesn't want to do business with another supplier who has it.

Most common form of buyer resistance.

Prospect say they need time to think about the purchase.

Define Negotiation