Objectives:
1. To reach sales objectives;
2. To make staff earn more on ORC
3. To make them earn more on direct sales (3% of gross)
4. To capacitate sales agents increase % of sales closing
Background:
1. 0 sales ibang sbu; lackluster
2. Tired of saying if dont sell we dont eat
3. Really the purpose of business is to create customers. Achieved by selling.
NO SALES NO BUSINESS
-x-x-x-x-
1. Control the agenda:
Greet the prospect: " Good morning my friends. Welcome to my home. It is an honor and pleasure that you paid us a visit to bring home a brand new
car for the family
2. What is the dominant need?
Ask for what they want in a new car:
3rd seat? A bigger car
AWD
Electronic gizmos
3. 2. After determining that:
"Great. Let me show you the car that has this feature. This is exciting"
Show the car. Let him/she test drive
4.2 In a memorial park:
Dominant need.
Want a bigger lot but medium budget. Show SSN
How can you trade the old plot for SSN/ Whats the new PMT
5. 3. Get the business
Say: Own this new plot now, all you have to do is to reserve /make a dp of and make P___________as monthly payment
You can get this product by ________________________--.
6.3 The prospect say no:
1. Retrace one - You explain that you have shown what the customer need
2. Still no stop
3. Mr Prospect. I understand why you are stalling now. But it would be ok with you that you have shown you the car/unit that you need, and its not
the question of yes or no buying decision but when. You can save time and money by reserving now and closing the deal, because the car unit
you desire may run out stock.
You can save time and money by making the refundable reservation now. if you want to back out, you can without losing a penny
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