Sales Training - 3 STEPS IN CLOSING THE SALE - how to make our sales people earn more

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

Sales Training - YOUR PRICE IS TOO HIGH. How to be a master class seller

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

Sales Training - Using the PENCIL METHOD TO CLOSE A DEAL

There are numerous plans being made on how to make our staff earn more:

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  

1  Basic principle:    People always remember the last word

                                Reframing, diversion from the main objection

2.   Case study:    A prospect want an $18,000 vs the  listed $20,000 on print, or as per price list

                             You come with the good news.  You were able to haggle with boss for $18,900.

                           Prospect says no.

3.  Steps:

   1.    Present the deal again, emphasising the  low dp and low monthly

               DP    $1,000, $499 monthly  -  3 seconds

4.   2    O excuse me, did I include when do you prefer the monthly be paid:   beginning of the month   Say 1-5;

            or middle of the month say 10 - 11.   What would be more convenient for the family

     Shift the conversation on manner of payment of monthly.  Focus on low monthly rather than the TSP

    Use the pencil yellow pad or your planner to clinch the deal