3.1 Slling Cycle 23Nov01.pptVIP

4 July 2001 Selling Cycle The Selling Cycle销售周期 HengAn Consumer Products 恒安消费产品 Sales Training 销售培训 Selling Cycle 销售周期 Step 1: Identify Targets Step 2: Make First Contact Step 3: Qualify Customer Step 4: Present Your Product Step 5: Address Concerns Step 6: Get the Order Step 7: Get Referrals Step 1: Identify Targets 第一步：识别目标客户 Find “right” customer for product Don’t overlook leads…inquiries from interested buyers Gather information on potential customers Do research from any available source Newspaper, internet, catalogs… Don’t waste time on a prospect that may not be a viable customer Learn about the customer … identify contacts Step 2: Make First Contact 第二步：初次接洽 Contact the best possible person Most often this is Buyer in Purchasing Don’t wait…make quick contact with someone Most people are willing to help you find the right person Your goal is to get an appointment, and to make that process as easy as possible on the customer When you get a commitment, confirm all details Name, phone number, address, directions to get there, time, place of meeting, names of people you will meet, anything you need to bring with you Be on time…look your best…make good impression Step 3: Qualify Customer第三步：筛选客户 Ask questions to confirm this prospect is a good candidate for your product Be sure they need the product Confirm your research information is correct Showing interest in your customers business makes a positive impression…focus on the customer and you will get information you need The customer will also be qualifying you Answer all questions honestly…don’t overstate your product or ability Step 4: Present Your Product展示您的产品 Presenting your product requires preparation Practice your presentation…be enthusiastic Plan answers to expected questions Make of list of key product benefits that will persuade the customer to buy This is where you convince the customer of your dependability to manage the account and your company’s dependability as a supplier The customer b