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    Opening The Sales Call

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    DIWAKAR KUMAR
    Here are some key points to consider when observing a client's office: - It can provide clues about the client's personality, priorities, and business. Paying attention to details communicates your interest in understanding the client. - However, be discreet in your observations. Do not pry or overtly scrutinize personal items without permission. Focus on understanding how to best serve the client professionally. Acquiring information in advance helps you: - Tailor your presentation to the client's specific needs and priorities. - Build initial rapport by demonstrating your knowledge and interest in their business. - Avoid potential objections or concerns by addressing them proactively. - An egoistic client may be

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    Opening The Sales Call

    Uploaded by

    DIWAKAR KUMAR
    381 views10 pages
    Here are some key points to consider when observing a client's office: - It can provide clues about the client's personality, priorities, and business. Paying attention to details communicates your interest in understanding the client. - However, be discreet in your observations. Do not pry or overtly scrutinize personal items without permission. Focus on understanding how to best serve the client professionally. Acquiring information in advance helps you: - Tailor your presentation to the client's specific needs and priorities. - Build initial rapport by demonstrating your knowledge and interest in their business. - Avoid potential objections or concerns by addressing them proactively. - An egoistic client may be

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    opening the sales call

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    Here are some key points to consider when observing a client's office: - It can provide clues about the client's personality, priorities, and business. Paying attention to details communicates your interest in understanding the client. - However, be discreet in your observations. Do not pry or overtly scrutinize personal items without permission. Focus on understanding how to best serve the client professionally. Acquiring information in advance helps you: - Tailor your presentation to the client's specific needs and priorities. - Build initial rapport by demonstrating your knowledge and interest in their business. - Avoid potential objections or concerns by addressing them proactively. - An egoistic client may be

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    381 views10 pages

    Opening The Sales Call

    Uploaded by

    DIWAKAR KUMAR
    Here are some key points to consider when observing a client's office: - It can provide clues about the client's personality, priorities, and business. Paying attention to details communicates your interest in understanding the client. - However, be discreet in your observations. Do not pry or overtly scrutinize personal items without permission. Focus on understanding how to best serve the client professionally. Acquiring information in advance helps you: - Tailor your presentation to the client's specific needs and priorities. - Build initial rapport by demonstrating your knowledge and interest in their business. - Avoid potential objections or concerns by addressing them proactively. - An egoistic client may be

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    © All Rights Reserved
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    Opening the Sales Call

    TIMESPRO
    Objectives
    In this session, you will learn to:
    Understand the ODPEC process
    Understand the steps to open the sales call

    2 min

    Share session objectives


    Opening the Sales Call
    Opening the Sales Call TIMESPRO
    involved in opening a sales call
    The steps
    Smile.
    are:

    2. Give a visiting card.


    3. Introduce yourself and your
    organisation
    4. Use clues or cues tor rapport building
    5. Position your
    opening
    6. Propose an agenda.
    7. State the value of the agenda to the customer
    8. Check for acceptance and take permission to ask further questions.
    9. Do not:
    Sit till you are offered a seat.
    Hand over the brochure
    or application torm nght away
    Avoid forcing the meeting on the customer

    business card learnt in


    as e learning
    May I come in sir?
    Good evening sir, I am Radha Gupta from
    ing: Thank you taking out time from your busy schedule. I ICICI
    Bank.
    to
    am
    glad to have finally met you sir, you seem to travel
    oDenina Rt then howdo vou manane vouur bankinn and financialneeds a lot!l. That must be
    interesting
    with so.much.trayrllinn?
    Opening the Sales Call
    Opening the Sales Call (Contd.) TIMESPRo

    Things to be checked before opening a sales call are:


    Mood/state of mind of the customer:
    Irate
    Confused
    Hard-pressed for time
    Adamant
    Disturbed/uncomfortable
    Not interested but wants to engage
    Well-informed/value for money
    Physical settings of the locality/house/office

    o Netti surva's soreen


    an contain viruses. Unless you need to edit, ite's safer to stay in Protected View. Enable Editing

    Opening the Sales Call


    IMESPRO
    Opening the Sales Call (Contd)
    Rapport building:
    helps in creating a
    Itbusiness. base for conversation before one moves to actual

    effective customer engagement and


    Good rapport building
    relationship building.
    ensures

    Rao Netti surya's screen


    Opening the Sales Call
    TIMESPRO
    Opening the Sales Call (Contd.)
    Position your opening and ensure that your opening statement:
    Conveys the agenda and provides information.
    Provides a smooth transition from rapport building to sales conversation.

    enda
    Opening the Sales Call

    TIMESPRo
    Opening the Sales Call (Contd.)
    Propose an agenda by saying what you would prefer to
    accomplish during your meeting with the customer. While
    proposing the agenda ensure that:
    Your objective of the meeting meets the requirement of the
    customer/prospect.
    The focus is on the prospect, to understand his/her needs and
    expectations from the meeting
    The prospect speaks most of the time (709%) and you speak as and
    when required (30%).

    etti surya's screenheeting for both the sales person and prospect.
    Opening the Sales Call

    Opening the Sales Call (Contd.) TIMESPR


    Stating the value of the agenda to the customer is beneficial in
    many ways, especially because:
    I t provides the customer with an idea of how he/she will benefit from the
    meeting.
    I f the value of the agenda covers something contrary to the customer's
    understanding
    While checking for acceptance, it is important to make sure that the
    Customer accepts the agenda you have proposed.
    Take permission to ask questions to understand the needs of the
    customer to better serve him

    thenrnsnert
    Opening the Sales Call
    TIMESPRO
    Utilising Your Waiting Time
    Some times you might have to wait before you can meet the
    prospect, here are some suggestions to make your waiting time
    productive:
    Review your sales kit.
    Think about your call objective and how you will navigate the sales call in
    order to meet your objective.
    Think about your back up objective.
    Mentally review your call opening, especially the agenda.
    Beobservant.
    Spend this time building rapport with other people around the customer.
    Collect your thoughts and concentrate on the impending meeting.

    prospect, consider yourself lucky


    clues to know somethina about vouur prosne ore voU meet him/her-thouah do not use that
    es. Unless you need to edit, it's safer to stay in Protected View. Enable Editing

    Opening the Sales Call


    Understanding Sales Call Etiquette TIMESPRO

    Sales call etiquette:


    You appointment is at 10:00 A.M., what time will you reach the client's
    place?
    You seeyour client dressed in dhoti kurta, a traditional way, will you
    change your approach?
    If your client offers you to smoke, what will you do/say?
    What is the first thing you will do, when you meet the client?
    Should you borrow or carry your own pen and notepad?
    Should you quickly start about sales or build rapport?
    Should you address a young client by name?
    What is the need to thank the client for his/her time?
    Why should you focus on building relationship with your client?

    Netti surya's screen


    e ouneu tu eu, > >alei t o > i a y r t e c t e d VIew

    Opening the Sales Call


    Sales Call FAQS TIMESPRO

    Why should you observe carefully about what is happening in a

    client's office?
    is information about the customer
    What the use of acquiring
    before going for the call?
    What ifyour client is egoistic?
    If your ego is hurt, what will you do/say?

    If you know the prospect will not buy, what should you do?
    If a prospect has said yes, is it the same thing as written yes?

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