Date post: | 18-Nov-2014 |
Category: |
Documents |
Upload: | brent-hillyer |
View: | 1,735 times |
Download: | 2 times |
Proactive Selling
pro·ac·tive
Adjective
(of a person, policy, or action) Creating or controlling a situation by causing something to happen rather than responding to it after...
Why use a Proactive Approach?
• Most sales people run into challenges on every sale
• Most challenges are similar from sale to sale
• Objections to cost, shopping competition, or the belief the product/company doesn’t fit their needs
Preparation
• We are sometimes in such a hurry to cross the finish line we forget about all of the things that will get us there quicker
Preparation Examples
• What information needs to be updated?• What 3rd party independent info can we use?• What are our specific competitive strengths? • How we will handle common objections before
they come up?• What will we say? How will we get better
saying it?
Update your information
• Pew Research Center study said 58% of Americans did online research before buying
• This means that there is a good chance that have up-to-date correct or misinformation themselves.
Know your strengths
• Determine your client bases’ buying motives and find out what strengths you have over your competition. Example-Build Quality may justify a higher price
• Collect independent information, reviews, and articles whenever possible. 15 minutes of research a day goes a long way
Some helpful research questions
• Where do my clients go to learn about this/us?
• What has been said in the press/online? Has anything changed since then?
• Where can I find industry information?
Proactive Objection Handling
• Instead of waiting until the end, getting an objection, and having the client put up their defenses; try this instead…
• Think of all of your most common objections, share information during the sales process to try and overcome these things
Objection Example
• Here is a typical greeting in a retail situation “Hi. Can I help you?”
• Client says “No. Just Looking.”• Salesperson justifies why they need to sit
with him/her and need his help.• Let’s look at a proactive way
Proactive Greeting
• When appropriate after brief pleasantries• “Mr. Johnson. Why don’t we have a seat for
just 5 short minutes, I’ll find out exactly what you are looking for in this ___. That way I can save you a lot of time by showing you exactly what you are looking for. How does that sound?”
Proactive Greeting
• This works more often or not because:
1. You are telling them what you are doing
2. You are giving them benefits for doing it (save time, less hassle, less walking, weather, etc.)
3. You gave them a short time expectation, so you have “faded the heat” on this concern
Proactive Greeting
• In a retail setting this greeting would then allow you to:
1. find out your customer’s needs
2. help them select the right product
3. Share independent information with them
4. And show you’re a professional
Common Objections1. Cost too much
2. Not what we’re looking for
3. Shopping around
4. Shopping competition
5. Company/Product history
The chance of these can be lessened during the proactive sales process.If not you can then overcome them with professional, practiced objection techniques
Want to know more
Email:[email protected]
Visit our website atwww.proactivesalestraining.com
www.proactivesalestraining.com
23 years of sales and training experience
Call for a Free initial needs consultation
Call: 630-667-5562
Specializing in Helping companies grow their employees strengths and offering different training to meet your needs• Live in person• Instructor Led Online-Interactive Small Groups• Self-paced pre-recorded videos
Thank You for your time