" Your __________ only handles the money,

its the _____________ who pays the bills!" 

Written by: __?!___  

1- Employer

2 - customer 

Written by: Henry Ford 

4 FACTS on SECURING COMMITTMENT

with buyers TODAY

1. buyers WANT TO BUY - NOT BE SOLD
   
   
2. RELYING on CLOSING TECHNIQUES MAY REDUCE the chance of making a SALE
   
   
3. NO COMMITTMENT = NO SALE
   
   
4. DEVELOPING and BUILDING LT RELATIONSHIPS 

Securing Commitment Today

6 REASONS it is IMPORTANT to SECURE COMMITMENT 

1. tells salesperson WHAT TO DO NEXT
   
   
2. DEFINES STATUS of CLIENT
   
   
3. TIME to MAKE SALE 
   
   
4. customer REALIZATION of BENEFITS  
   
   
5. company GOOD WILL and PROFIT
   
   
6. FINANCIAL REWARDS for salesperson 

Financial Terms and Conditions 

Discounts

2 TYPES of QUANTITY DISCOUNTS  

1. SINGLE-ORDER 
   
   
2. CUMULATIVE  

Discounts can be BASED on type of CUSTOMER:

ex: wholesaler or retailer 

      senior citizen or child

ENCOURAGES LARGE PURCHASES by PASSING along SAVINGS resulting FROM REDUCED processing COSTS

Financial Terms and Conditions 

CREDIT TERMS  

CASH DISCOUNTS for EARLY PAYMENT 

- CALCULATED AFTER QUANTITY DISCOUNT is taken OFF

Financial Terms and Conditions

what are the 4 TYPES of SHIPPING COSTS

1. FREE ON BOARD (FOB) - 
   
   - DETERMINES POINT at which BUYER assumes RESPONIBILITY 
   
   
2. FOB DESTINATION
   
   - buyer TAKES RESPONSIBILTIY for GOODS once REACH BUYER'S LOCATION
   
   
3. FOB ORIGIN
   
   - buyer TAKES RESPONSIBILITY as soon as GOODS LEAVE SELLER
   
   
4. FOB INSTALLED  
   
   - TITLE and RESPONSIBILITY is NOT TRANSFERED until EQUIPMENT is INSTALLED and OPERATING properly  

Setting Price 

price is CAREFULLY SET after
 

STUDYING what 3 THINGS? 

1. COMPETITOR OFFERINGS 
   
   
2. VALUE DELIEVERED by product/service
   
   
3. COST to provide product/service 

usually discussed at end*

present with confidence*

WHEN do you KNOW when to ATTEMPT to OBTAIN

COMMITMENT?

(WHAT 2 CUES?)

Define: REQUIREMENTS 

1. buyer COMMENTS
   
       - buyer questions, requirements, benefit statements, responses to close trial   
    
2. NONVERBAL cues 
   
        - facial expressions, actions
         - POSITIVE SIGNALS: eyes open & relaxed, face & mouth not covered with hands, natural smile, relaxed forehead
    

REQUIREMENTS: CONDITIONS that have to be MET BEFORE PURCHASE can take place 

4 WAYS to successfully OBTAIN COMMITMENT 

1. Maintain POSITIVE ATTITUDE 
   
   
2. let CUSTOMER SET PACE
   
   
3. Be ASSERTIVE - NOT AGRESSIVE
   
   
4. sell RIGHT ITEM in the RIGHT AMOUNTS  

How salespeople handle sales activities 

Image/Table of the 3 different
 

SELLING STYLES and ACTIVITIES

Selling Styles

What are the 3 SELLING STYLES of salesperson's? 

1. AGRESSIVE
   
   
2. SUBMISSIVE
   
   
3. ASSERTIVE 

Salesperson's Selling Styles

 AGRESSIVE

1.  How do "agressives" DEFINE CUSTOMER NEEDS? 
   
   
2. How do they CONTROL PRESENTATION? 
   
   
3. How do they CLOSE the SALE?  

1. BELIEVE BEST JUDGE of customers need's
   
   
2. MINIMIZE CUSTOMER PARTICIPATION
   
   
3. OVERWHELM CUSTOMER
   
   - responding to objections without understanding - they PREJUDGE NEEDS

Salesperson's Selling Styles

SUBMISSIVE

1.  How do "submissives" DEFINE CUSTOMER NEEDS? 
   
   
2. How do they CONTROL PRESENTATION? 
   
   
3. How do they CLOSE the SALE?  

1. ACCEPTS CUTOMER DEFINITION of needs
   
          - DOESN'T PROBE to UNCOVER LATENT NEEDS
   
   
2. permits CUSTOMER to CONTROL PRESENTATION
   
   
3. ASSUME CUSTOMER WILL BUY when ready 

Tend to excel as SOCIALIZERS

spends a lot of time TALKING about FAMILIES, RESTAURANTS, & MOVIES 

Salesperson's Selling Styles

 ASSERTIVE 

1.  How do "assertives" DEFINE CUSTOMER NEEDS? 
   
   
2. How do they CONTROL PRESENTATION? 
   
   
3. How do they CLOSE the SALE?  

1. PROBE for NEED-RELATED INFO that customer may NOT have VOLUNTEERED 
   
   
2.  encourage TWO-WAY COMMUNICATION and customer PARTICIPATION 
   
   
3. RESPOND to OBJECTIONS - LEADING to AUTOMATIC CLOSE

4 TIPS IN USING THE EFFECTIVE METHODS OF

OBTAINING SALE

1. salesperson's PURPOSE is to SELL RIGHT PRODUCT in RIGHT AMOUNTS 
   
   
2. seller should SELL in FASHION CONSISTENT  with way BUYER PREFERS to buy 
   
   
3. BUYER NEEDS CHOICE
   
   
4. use appropriate method  

What are the 6 EFFECTIVE METHODS for

OBTAINING a SALE?

1. DIRECT REQUEST - simply ask
   
   - most straightforward - best used with DRIVER PROSPECTS
   
   
2. BENEFIT SUMMARY
              - reminds buyer of agreed-on benefits
          And then ASKS IF each BENEFIT MEETS buyers NEEDS 
   
   
3.  BALANCE SHEET METHOD
              - BEN FRANKLIN METHOD - pros/cons
    
   AIDS PROSPECTS WHO CANNOT MAKE DECISION -can insult buyers intelligence  
   
   - can HELP hesistant buyers EXPRESS FEELINGS about DECISIONS - similiar to multiattribute matrix
   
   
4. PROBING METHOD
              - uses series of probing questions,   consider cultural differences - USE AFTER initially trying other methods
   
   
5. ALTERNATIVE CHOICE -  limit choices
   
   
6. Other: many tend to be ineffective with sophisticated customers - buyer must trust salesperson, the company, and product . 

List 6 TRADITIONAL CLOSING METHODS 

1. MINOR POINT 
   
   - seller ASSUMES EASIER to GET PROSEPECT to DECIDE on TRIVIAL POINT rather than WHOLE proposition 
   
   -can make prospect feel MANIPULATED 
   
   
2. CONTINUOUS YES
   
   -seller CONSTANTLY asks QUESTIONS
   
    - based on self-perception theory (begin perciving self as agreeable)
   
   
3. ASSUMPTIVE
   
   - Seller BEGINS WRITING ORDER PRIOR CLOSE
   
   
4. STANDING-ROOM ONLY
   
   - SELLER OBTAINS COMMITTMENT by DESCRIBING NEGATIVE CONSEQUENCES of WAITING
   
   - can be EFFECTIVE IF TRUE
    
5. BENEFIT-IN-RESERVE 
   
    - FIRST trys OTHER METHOD - THEN NEGOTIATE 
   
   
6. EMOTIONAL APPEAL 

6 THINGS salesman NEEDS TO DO 

if COMMITMENT is OBTAINED  

1. NO SURPRISES - go over all important info
   
   
2. CONFIRM CUSTOMERS CHOICE
   
   
3. GET SIGNIATURE  
   
   
4. SHOW APPRECIATION -thank-you letter, small gift
   
   
5. CULTIVATE for FUTURE CALLS
   
        - biggest impact is how salesperson treats customer  
   
   
6. REVIEW ACTIONS TO BE TAKEN
   
        - to AVOID MISUNDERSTANDINGS
   
        - be sure VALUE will be DELIVERED to EXPECTATIONS 

If commitment was not obtained...

3 REASONS for LOST OPPORTUNTIES?

1. wrong ATTITUDES
   
   
2. poor PRESENTATION
   
   
3. poor HABITS & SKILLS 

If commitment is not obtained...

Why is DISCOVERING THE CAUSE important?
 

(POST MORTEM) 

CRITICAL so that salespeople can PROCEED

INTELLIGENTLY to ELIMINATE BARRIERS 

If commitment is not obtained...

3 SUGGESTIONS for DEALING with REJECTION 

1. MAINTAIN proper PERSPECTIVE
   
   
2. RECOMMEND OTHER SOURCES
   
   
3. good MANNERS  

What are 3 THINGS a salesperson NEEDS TO KNOW when

BRINGING the interview to a CLOSE

1. most sales take SEVERAL CALLS to complete 
   
   
2. LEAVE with CLEAR PLAN for all parites
   
      - review what you'll do next
      - what cust. will do next
      - when you'll meet again
   
   
3. FOLLOW-UP PROMPTLY with thankyou and reminder note

Define: 

CLOSING

ASKING for a buyers BUSINESS

Financial Terms and Conditions 

Credit Terms 

Define common discount:  

• 2/10, n/30 
   
• 2/10, EOM 

• 2 % DEDUCTION from bill if PAID within 10 DAYS,
  
  OTHERWISE FULL payment in 30 DAYS. 
  
  

•  10 DAY PERIOD BEGINS at the END of MONTH