2. Gaining Commitment
• After the salesperson convinced the buyer that
his or her product deserve some attention.
• The salesperson must ask the buyer to commit to
some action that moves the sale forward.
3. Some tips are…
• Its important to get commitment in the first call.
• In complex sales suggest a demonstration,
review the specifications, o offer a sample.
• Plan realistic objectives, and ask commitment.
We´ve Decided
Can I Place an that your company
Order for you is in the best
today? position to serve
our needs
5. Follow-Up
• Remember…
▫ The sale is not over when you get the order.
▫ Make certain that you have answered all the customer
questions.
▫ Be present at the time of delivery or call to be ensure
that everything is in order.
6. Follow-Up
• Organization realize that it’s more expensive to
acquire new customers than it is to retain existing
costumers.
• This point is essentially asking questions of customers
in an ongoing attempt to monitor their needs.
• Follow-up is the key to building a loyal clientele
• People truly appreciate being served by good
salespeople.
A Sales Pipeline is a useful concept used by Sales Managers - individual sales staff and the owners of small businesses to quantify the demand for their products and services. Regardless of what you’re selling, by effectively managing your sales pipeline, you can smooth out customer demand and create a more stable sales cycle with more reliable results.Situational questions are those when you have to respond a question that put you in a situation that maybe you will live in the future, and the person have to solve that situation. This question techniqueplaces an applicant in a conflict or problematic situation where he or she has to make assessments and decisions to resolve it.Solution value questions are questions that make the costumer to you salesperson, and how your product can’t solve with value that problems and situations that are generating your costumer that doubt.
