As a sales / marketing, of course, we must have accurate ways to attract sympathy and attention of customers so that they are interested in products or goods that we sell. Here are the steps that can be applied, a simple 5 step but was quite helpful and is still up to date until now
5 Steps are:
1. Preparation / planning
2. Introductions / Opening
3. Questions & Identification
4. Explanation & negotiation
5. Closing & follow up
1. Preparation / planning
Things which need to be prepared before making sales in as:
• increase the ability of products and services very well, especially the benefits that can be when the prospective customer to buy products that we offer
• Other competitors also have learned and what things we can offer in order to compete and customers choose our products
• prepare the opening words and learn the presentation materials will be brought
• prepare materials that will be presented with a simple format, easy to understand but also to draw attention
• prepare a checklist that contains questions so if there are any questions from customers, we’ve got a definite answer or correct
• consider carefully what will we achieve / get from these meetings with prospective customers
2. Introductions / Opening
• Smile, be profesioanl, and must be able to appear confident in order to reassure customers
• Introduce yourself with full name, current position and the work you are doing
• Explain the purpose of our arrival and make sure we come to fulfill what the customer needs
• Ask how much time is given for you to explain and when to finish
• Ask if there are things that can be written as an input
• If all the explanations already given, then prepares to enter in step asked
3. Questions & Identification
• Step into something important and vital, and tehnik2 prinsip2 must be mastered in order to answer questions in the catapult, then the answer can be provided
• Show empathy and want to hear, this will be very visible from the body language (body language) we also
• The main purpose of this question is to identify how the needs and benefits can be obtained if the products that we offer is finally approved for the purchase
• Establish an open question to invite others to give long answers, while the form of closed question will be invited for a short answer like “yes” or “no”
• To use the model of open questions 5W, 1H (Who? What? Why? Where? When? And How?)
• Listen carefully and give a sense of empathy with good eye contact, show that you understand, what the needs of customers
• Confirm that reset is also important so that no miscommunication occurs
• Make sure the customer time to talk we do not do interuspsi by interrupting customers, provide flexibility and time
4. Explanation & negotiation
• This step should be the focus or the core of the talks
• A sales have really mastered what is on offer / sold
• Presentations are made to be able to demonstrate the strengths or advantages of products / services which we offer above tersebutthe ESPECIALLY Important point to consider is the sales person has Pls
• Ensure that in the presentation that we make contains the experiences that have been achieved
5. Closing & Follow-up
• Close with a statement of whether the customers satisfied and interested in what we convey, whether it qualifies for and respond to the needs or customer needs
• Follow-up is an important indicator that should be done because it was a marketing supposed to do this to ensure customer satisfaction and continuation of the offer which we convey