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-x-x-x
1. An ordinary closer would succumb to the pressure of the customer to reduce prices and ask for discount.
Giving discounts does not add value. IT SUBTRACTS VALUE AND SHOW YOUR DESPERATION
It is our duty to create and build value so that the company, you and the community benefits.
2. Have you noted that plans for cp, food prices have gone up and yet we cant do much about this
3. Car case study (Use pencil strategy)
Old car: 4 years old, $400.00 monthly vs new car $600.00 monthly
Surely the prospect would stick for $400.00 monthly, not the $600.00 which is $200.00 more
4. Question:
How much does it cost to have your car repaired in US? $200.00 per hour and parts for average of $700.00 Thats $1,700
How many times do you have repair each year. About 5 times $8,500 per year Thats $708/per month on average.
With a brand new car, which is just $200.00 more monthly on old car, you are assured of repair less periods. And you get the latest gizmos and
features
This is all ready the pencil presentation
5. Product of market research
Our marketing staff and top management makes sure that what we are selling are competitive, and that we give the best deal
6. Memorial park case study;
One time purchase at say P80,000.
Municipal (please check) P20,000 @ every 5 years.
Say in 50 years/5 = 10x x P20,000 P200,000.
WHICH IS VALUE FOR MONEY.
7. Close the deal
Say thank you
Shake their hands
Sit down and sign the paper works
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