6 STEPS OF A SALES CALL

Preparation

Greetings/ Ice breaker

Review Situation

Complaints

News

Wrap up/ Close K. Kaleem Ahmad

6 Steps of which sales call ?

Prospecting

Routine call

Follow up call

Coordination call

Reactivating attempt call

Objection Handling/ Complaints

3 Basic Objectives

Purpose of the sales call

What is our info need

Next step after sales call

Veterans View

Ask more questions

Talk less

Educate more

Know when to walk

Prep could start from a day before or a week before

Scan Environment for new entrants in client business line

Scan Environment for changes in treatment of product lines

Backgrounds of Customer, Product and International Perspective

PREPARATION -1

Judge Customer Need

Consider Own Capability

Selling by Product/ Business line

Study Seasonality

Preparation-2

Cultural Differences

Knowledge of Tea may be Used in Tea Whitener

Personal Touch and Humanising yourself

Act it out in your mind

PREPARATION-3

Breaking the Ice(Greetings)

Compliments on a new tie or shirt

A recent promotion

An international Cricket / Football match

New fashions trends/ malls

Catch his attention

Be a window for him

How to Address Info Needs

Ask him about challenges his brands are facing

Can he do a mini swot for you or can you do a mini swot for him ?

Are the changing trends a problem ?

What exactly are they looking for in a vendor

Be a good parrot ;)

Ask “What If” Questions

What if your volume doubled in the next one year?

What if people started using smaller SKUs ?

What if you pass on some economy on bigger packs ?

What if such and such innovation is initiated by the competition ?

What if such and such tax becomes a reality ?

Complaint Handling- 6 Steps1. Listen

2. Define

3. Rephrase

4. Isolate

5. Present solution

6. Close (or next step)

NEWSDo you have any feathers in your cap ?

Have you acquired some new machine or capability ?

Have we developed any new type of furniture or fixture ?

Talk about new materials or new grades of materials used by Pronto

Throw ideas at him to see his reaction and to deduce

Wrap up/ CloseRepeat the discussionbriefly

Capture essence and next steps

Note down any specs shared

Be clear on timelines

Do not hesitate to “educate”

invoicing/receiving/terms (in case of new clients)