Flashcards
Ag Sales: Customer-Oriented Model
Flashcards do conjunto (23)
- 1Call Phase I:Establishing Rapport
- 2Call Phase II:Discovering Customer's Needs
- 3Call Phase III:Making Your Presentation
- 4Call Phase IV:Closing the Sale
- 5Call Phase V:Thank You Note
- 6Call Phase One: Establishing RapportIntroduce yourself and your company
Initiate social conversation
Shift attention to topic of business - 7Call Phase Two: Discovering Customer's NeedsDiscovering Customer's Needs and Situation Factors
Confirm Customer's Needs - 8The purpose of the sales callGather information so that together we see how the features of the product solve the prospect's needs
- 9Why do we ask questions?Become genuinely interested in other people.
- 10Call Phase Three: Making PresentationPropose a customer actions
Explain How needs are met by this action
Verify the proposed customer action - 11The worst kind of presentation what?Answers to questions that have not been asked.
- 12Anything that can be seen, felt, measured or demonstrated.Feature
- 13Whatever provides customer with advantage or gain.Benefit
- 14Call Phase Four: Closing the SaleAsk for customer commitment
Ask customer to initiate action- if YES
Confirm sale - 15Call Phase Four: Close the Sale if NOAsk for customer commitment
ask to initiate action
negotiate buyer resistance - 16Working to reach an agreement that is mutually satisfactory to both buyer and sellerNegotiation
- 17Five different types of buyersNeed
Product
Source
Price
Time - 18The toughest to over come. You must prove product is a good investment.Need
- 19Product may be new or not well established. Prospect may be satisfied with current price.Product
- 20Prospect 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.Source
- 21Most common form of buyer resistance.Price.
- 22Prospect say they need time to think about the purchase.Time
- 23Define NegotiationWorking to reach an agreement that is mutually satisfactory to both buyer and seller
Informações
- Descrição
- FlashCards sobre Ag Sales: Customer-Oriented Model, criado por shgibson em 29-09-2013.
- Criado por
- shgibson
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