I establish rapport when opening the sales call before discussing business issues.

I set a clear agenda that outlines the reason for my call and earns me the right to move into the next phase: Asking Questions

I ask a range of fact and need questions that clarify background information and identify problems.

I ask Follow up questions that help identify needs.

I gain commitment for the customer by using a range of closing techniques.

I present a solution to the customer’s problems that satisfies the customer’s needs.

I understand the need to ask questions before presenting information on products or services to my customers.

I prepare a list of fact and need questions before carrying out each sales call.

I understand the difference between
- Open
- Closed

Follow-up

Questions and how these can be used effectively in the sales call.

I am aware of less effective types of questions and avoid using
Leading
Multi
Unclear

Questions during the sales call.

I use a range of listening techniques during the sales call to establish rapport with the other side and gather information to enable me to identify needs.

I am aware that customers buy at different speeds and change my selling style accordingly.

I base proposals and quotations on individuals’ buying requirements and vary the length and detail of the contact accordingly.

I look for opportunities to close the sale based on the individual buyer’s preferred style
of purchasing.

Next time:

Selling Features, Advantages, and Benefits.