.- Stage 2 Preparation of sales presentation focused on the potential client: Using the information in the hands of the customer to prepare a sales presentation tailored to the needs or desires of each client in perspective.
In preparing this submission, we suggest developing a list of all the features that have the product, then convert them into benefits for the customer and finally provides advantages with regard to competition.
Also, it is necessary to plan a post that attracts the attention of the client, the questions that will maintain their interest, the desire to awaken her, the answers to possible questions or objections and how they can be made leading to the closure action buy.
Step 3 .- Derivation of the appointment or planning visits cold: Depending on the characteristics of each client, the decision to request an appointment in advance (very useful for business managers or purchasing managers) or to conduct visits in the cold, for example by touching the doors of each household in a given area (very useful for dealing with housewives buying decision).
Preparation of sales presentation focused on the potential client
June 4th, 2009The previous approach or “pre-entry
June 4th, 2009The previous approach or “pre-entry:
After the list of prospective customers will enter the phase known as pre-entry approach that consists in obtaining detailed information on each client perspective and preparing the sales presentation adapted to the particularities of each customer.
This phase involves the following process:
Step 1 .- Investigation of the peculiarities of each client in perspective: At this stage it is looking for more specific information from the customer perspective, for example:
- Full name.
- Approximate age
- Sex.
- Hobbies.
- Marital status.
- Level of education.
Additionally, it is also necessary to seek information related to the business side, for example:
- Products that actually uses.
- Reasons for using similar products.
- To think of them.
- Style of purchase, etc. …
Definition of sales, several authors
June 4th, 2009Ricardo Romero, author of “Marketing”, defines a sale as “the transfer of goods by an agreed price. The sale could be: 1) at the spot where the merchandise is paid at the time of taking it, 2 ) on credit, when the price is payable after the acquisition and 3) time when the payment is split into several successive deliveries.
Laura Fischer and Jorge Espejo, author of “Marketing”, believe that the sale is a function that is part of the systematic process of marketing and defined as “any activity that generates the final push customers toward the exchange.” Both authors note further that “at this point (the sale), which becomes effective the efforts of previous activities (market research, decisions about the product and pricing decisions).”
A marketing perspective, in which the “sale” is any activity that includes a personal or impersonal process by which the seller 1) identifies the needs and / or desires of the buyer, 2) generates the momentum exchange and 3 ) satisfies the needs and / or desires of the buyer (with a product, service or other) to get the benefit of both parties. ¡Business are business!
The value that is assigned to each of these factors
June 4th, 2009The value (for example, a number of 1-10) that is assigned to each of these factors depends on the objectives of the company. There companies that give a higher score to the economic capacity of the customer in mind, others however will give you a higher score to accessibility that were to reach the customer.
After assigning the score for each factor is scored for each prospective customer to order according to their importance and priority for the company.
Develop a list of prospective clients: Once qualified prospective clients a list where they are sorted according to their importance and priority.
According to Allan L. Reid, author of “The Modern Sales Techniques and Applications”, “there is a difference between a list of potential customers and a list of qualified prospective clients. The difference is that the first list consists of customers who need product but can not necessarily afford it (lack of resources or decision-making capacity), while the second list is composed of potential customers that they need and can afford to buy.” ¡Business are business!
Note that the list of prospective clients is an asset of the business of the seller and must be constantly updated to be used at any time and for any person authorized by the company
The exploration process involves three stages
June 4th, 2009The exploration process involves three stages:
Step 1 .- Identify your customers in perspective: This step answers the question: Who can be our future customers?
To find prospective customers can go to various sources, including:
- Data from the same company.
- References of existing clients.
- Reference they are in meetings with friends, relatives and acquaintances.
- Companies or companies that offer products or services.
- Information obtained from monitoring the movements of competition.
- Groups or associations.
- Newspapers and directories.
- Interviews with potential customers.
Step 2 .- Rate the candidates according to their purchasing power [2,4]: After identifying the prospective customers is to give a “score” to determine their individual significance in terms of their purchasing power and the priority required by the company and / or seller.
Some factors to qualify prospective clients, are:
- Economic.
- Authority to decide the purchase.
- Accessibility.
- Willingness to buy.
- Overview of growth and development.
¡Business are business!