CHC Sales Technique

7 Steps to Success

Seven Steps… 1. Pre Call Planning 2. Open the Sales Call 3. Understand Their Needs 4. Provide Supporting Info 5. Close the Meeting 6. Follow Up 7. Answer Areas of Concern

1. Pre Call PlanningLOOKING FOR AN EDGE…

Finding info on prospect/company Likes, dislikes, interests, needs …What are they bragging about?

How does CHC fit with the prospect/company

Company Centered features/benefits

Purpose and objectivesKnow what you are asking for BEFORE you meetWhat are you offering?

Company Website Community Involvement/Press releases/Management Bio’s/Bragging quotes

Google Alerts Daily News, Web, Blogs, Comprehensive, Video and Groups updates

Biz Journals Company Watch 10 companies weekly update on all Biz Journal stories

Yahoo/Google be creative…location/charity/united way/health

LinkedIn/Plaxo/Spoke background searches/similar links

Wikipedia

Company Website Community Involvement/Press releases/Management Bio’s/Bragging quotes

Google Alerts Daily News, Web, Blogs, Comprehensive, Video and Groups updates

Biz Journals Company Watch 10 companies weekly update on all Biz Journal stories

Yahoo/Google be creative…location/charity/united way/health

LinkedIn/Plaxo/Spoke background searches/similar links

Wikipedia

2. Open the Sales Call Thanks for taking the Time… Establish Credibility Clarify and Agree on purpose 3 P’s*Purpose…Why we are meeting today*Process… How we will proceed*Payoff… Benefits from this meeting

3. Understanding THEIR needs

Ask questions…UW? Find the need, opportunity and challenges Personal (job better) Task (challenge)

motives… Validate needs you found in Pre Call

Planning…and uncover others Inside-Out: “Here is my product or service.

Look at all the neat things we have to offer. Now, let’s see if you need it,”

Outside-In: “Let me understand your business and your specific issues and needs, so we can both figure out whether or not my company can help,”

Some questions will help you to better understand your prospect’s situation or challenges…

How would you describe your company culture? What role does your company play in the health of your employees?

Ask some direct questions to seek specific information/answers… Tell me about your previous experience with employee engagement

(WPG) What are you currently doing to encourage employees to participate

(give)?

In your pre-call planning, you considered the prospect’s assumed needs by identifying

relevant benefits of your product. You should ask relevantquestions to validate your assumptions and uncover other needs.

4. Provide Supporting Information

Consult…Consult…CONSULT! Got the needs? Provide the InfoHighlight solutions/resources we offer(CHC Campaign)What does it say on the Tin

5. Close the Meeting

“Moving Forward”… Highlight features/benefits Make connections to their needs

“Thank you again for meeting with me today. I’d like to review the benefits we discussed and, moving forward, explore the appropriate next steps… How does that sound to you?”

6. Follow Up… SalesForcePeople involvedDateType of meeting…phone, e-mail, F2F PurposeOutcomeNotes on needs and preferences….Next steps… When to call back?

Provides a record of relationshipDevelops a strategyTracks your progress

7. Answer Areas of Concern… Consult….consult…consult! Concern’s Reservations Misunderstandings Drawbacks Skepticism

Recap: 1. Pre Call Planning 2. Open the Sales Call 3. Understand Their Needs 4. Provide Supporting Info 5. Close the Meeting 6. Follow Up 7. Answer Areas of Concern