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Sales pitch 101

If you are an aspiring entrepreneur, you have to learn how to make a sale. We show you how.
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If you are an aspiring entrepreneur, you have to learn how to make a sale. We show you how. Here’s a list of questions to take you through the sales cycle:

During the introduction, did you:

• learn about the company, the person you’re calling on and the industry he or she is in before the meeting?
• observe the prospect’s office, décor, awards and pictures on his or her desk to find something you both have in common?
• find out anything about the prospect’s personal interests, hobbies or family?
• bridge to the business topic smoothly?
• listen 80 percent of the time and talk only 20 percent of the time?
• ask the customer questions about his or her goals, challenges, and personal and business philosophies?

 

When qualifying, did you ask:

• “Is there anybody else besides yourself who might be involved in the decision-making process?”
• “What does a vendor need to do to earn your business?”
• “If you could change anything about your present vendor’s product or service, what would it be?”
And did you also:
• determine how and why the prospect made the decision to purchase his or her present product or service?
• find out what his or her time frame is?
• discover whether funds have been allocated?
• uncover the prospect’s specific needs?

 

When surveying, did you:

• ask a lot of open-ended questions?
• find out who, what, where, why, when, how and how much?
• have the prospect go into depth by using phrases such as “Tell me about . . .”, “Describe for me . . .” and “Can you elaborate on . . .”?
• ask the broad questions first, then get more specific to uncover key needs?
• ask about your prospect’s roles, what’s important to him or her, what his or her hot buttons are, and how industry trends or situations are affecting the prospect?

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When handling objections, did you:

• listen to the entire objection?
• pause before responding, remain calm and not get defensive?
• answer the objection with a question to find out more specifically what the objection was?
• re-state the objection to make sure you both agreed?
• answer the objection?

 

During the presentation or demonstration, did you:

• re-establish rapport?
• ask if anything had changed since your last meeting?
• pre-commit the prospect? Example: “If I can show you how this can make a difference in what we talked about, can we go ahead with this?”
• prioritize the prospect’s needs?


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