N5 Sales Management


who have no kids yet, will not be interested in buying educational toys immediately. In cases like these, the salesperson must only leave brochures, other information on the product and a business card after a personal visit. A telephone conversation followed by mailing/faxing or e-mailing the details and documentation mentioned above, can be sufficient and save the salesperson a lot of time.


2.6 Authority to buy


This refers to the authority the so-called final decision maker has on the buying team, in making purchasing decisions, especially in the industrial market. (This topic will be discussed in more detail in Module 13.)


It can also refer to the authority certain persons (husband and wife or partners in the case of a partnership) have to sign contracts.


VIDEO: Qualify Your Prospects in 3 Key Areas! http://youtu.be/EOyyKpuSLnw


3. The importance of gathering pre-approach information


The professional salesperson who wishes to achieve success knows that he must devote time and attention to the gathering of information in connection with the prospect, for the following reasons: • It provides the salesperson with background information in order to plan his presentation in such a way that it is directed at each prospect’s personal need, for example a 70-year- old man is mainly looking for safety when buying a car, therefore show him all the safety features of the car.


• Pre-approach saves the salesperson valuable time and energy by being able to distinguish between prospects and general leads.


• Information gained provides clues indicating the prospect’s real buying motives and the specific needs he wants satisfied.


• It provides information to help the salesperson decide what would be the best way to approach the prospect and how to plan the presentation (Module 8).


• Effective pre-approach ensures more successful results. •


It prevents the salesperson from making serious mistakes, for example call a Doctor “Mr” or a married woman “Miss” during his approach and presentation.


• It ensures that the salesperson regularly supplements the information in an organised way, on a computer and keeps it up to date (for example new numbers: telephone, fax, e-mail addresses and websites). Outdated information, for example old telephone, fax and cell phone numbers, has no value for the salesperson or his organisation.


• The information provides a basis for questions with which to fill in missing information.


Determine sales call objective(s)


Develop/Review customer profile


Develop customer benefits


Develop sales presentation


• The fact that the salesperson is prepared when meeting with the prospect creates a lot of confidence in the salesperson and his presentation.


• Prospects are impressed by the professionalism and thoroughness of the salesperson when they realise that the salesperson has taken the trouble to gather so much information. It gives them a feeling of self-importance.


• The background information gained makes the salesperson more confident and enthusiastic when presenting to the prospect.


66


Page 1  |  Page 2  |  Page 3  |  Page 4  |  Page 5  |  Page 6  |  Page 7  |  Page 8  |  Page 9  |  Page 10  |  Page 11  |  Page 12  |  Page 13  |  Page 14  |  Page 15  |  Page 16  |  Page 17  |  Page 18  |  Page 19  |  Page 20  |  Page 21  |  Page 22  |  Page 23  |  Page 24  |  Page 25  |  Page 26  |  Page 27  |  Page 28  |  Page 29  |  Page 30  |  Page 31  |  Page 32  |  Page 33  |  Page 34  |  Page 35  |  Page 36  |  Page 37  |  Page 38  |  Page 39  |  Page 40  |  Page 41  |  Page 42  |  Page 43  |  Page 44  |  Page 45  |  Page 46  |  Page 47  |  Page 48  |  Page 49  |  Page 50  |  Page 51  |  Page 52  |  Page 53  |  Page 54  |  Page 55  |  Page 56  |  Page 57  |  Page 58  |  Page 59  |  Page 60  |  Page 61  |  Page 62  |  Page 63  |  Page 64  |  Page 65  |  Page 66  |  Page 67  |  Page 68  |  Page 69  |  Page 70  |  Page 71  |  Page 72  |  Page 73  |  Page 74  |  Page 75  |  Page 76  |  Page 77  |  Page 78  |  Page 79  |  Page 80  |  Page 81  |  Page 82  |  Page 83  |  Page 84  |  Page 85  |  Page 86  |  Page 87  |  Page 88  |  Page 89  |  Page 90  |  Page 91  |  Page 92  |  Page 93  |  Page 94  |  Page 95  |  Page 96  |  Page 97  |  Page 98  |  Page 99  |  Page 100  |  Page 101  |  Page 102  |  Page 103  |  Page 104  |  Page 105  |  Page 106  |  Page 107  |  Page 108  |  Page 109  |  Page 110  |  Page 111  |  Page 112  |  Page 113  |  Page 114  |  Page 115  |  Page 116  |  Page 117  |  Page 118  |  Page 119  |  Page 120  |  Page 121  |  Page 122  |  Page 123  |  Page 124  |  Page 125  |  Page 126  |  Page 127  |  Page 128  |  Page 129  |  Page 130