G

OPENINGS THAT SALESPEOPLE CAN USE TO

CHAPTER 8 GAIN ATTENTION
MAKING THE SALES CALL 1. Introduction

2. Referral

“ Each customer will be different and you need 3. Benefit

to adapt to them; never expect them to adapt
to you.” 4. Product

- Jenifer Van Winkle 5. Compliment

6. Question

ELEMENTS OF THE SALES CALL:

 Making a good impression Rapport

 Identifying or reiterating needs - a close, harmonious relationship founded on

mutual trust
 Offering the solution to the buyer’s needs

 Credibility and trust

Small talk

- talk about current news, hobbies, mutual

= Adjusting friends and the like that usually break the ice
for the actual presentation
Assessing the buyer’s reactions and making
adjustments

Office Scanning

MAKING A GOOD IMPRESSION - looking around prospect’s environment for

relevant topics to talk about

 WAITING FOR THE PROSPECT

* avoid controversial topics like politics and
- Being on time religion

- make best possible use of this time by working

Open questions
on reports, studying new product information,
checking email and text messages, planning and - go beyond simple yes or no response

preparing for the next call - to open up and share a great deal of useful
information
- not wait for prospect more than 15 minutes,
unless reasonable
Closed questions

- to simply answer yes or no

“ a person’s name is the sweetest and most
important sound”

- Dale Carnegie SPIN Technique

S ituation questions
 FIRST IMPRESSIONS P roblem “ “

I mplication “ “
 SELECTING A SEAT Need Payoff “ “
- identify the prospect’s social style and status
Feature

- a quality or characteristic of the product or

service

Benefit

- a specific feature will help a particular buyer

and is tied directly to the buying motives of the
prospect

Customer benefit proposition

- a salesperson shows how a product addresses

the buyers specific needs

FAB

( Features, Advantages, Benefit)

FEBA

( Features, Evidence, Benefits, Agreement)

Selective perception

- we only hear what we want to hear

Credibility

- believable or reliable

Credibility statement

- features of yourself and the company