TABLE OF CONTENTS. Lesson 2: Top 5 Sales Objections Worksheet 27: What Objections Do You Hear?

Transcription

1

2 TABLE OF CONTENTS Lesson 1: Why Shoppers Don t Buy Worksheet 24: What Is A Knowledgeable Associate Worksheet 25: Tell us about a time when Worksheet 26: They worry Lesson 2: Top 5 Sales Objections Worksheet 27: What Objections Do You Hear? Lesson 3: Handling Objections APAC Model Worksheet 28: How do you Acknowledge? Worksheet 29: How do you Probe? Worksheet 30: How do you Answer? Worksheet 31: How do you Ask For the Sale? Lesson 4: The 9 Closing Techniques Worksheet 32: Ask For the Order Worksheet 33: The Trial Close Worksheet 34: The Assumptive Close Worksheet 35: The Alternative Close Worksheet 36: Closing on a Small Issue Worksheet 37: The Pressure Close Worksheet 38: Converting on Objections Worksheet 39: The Negotiated Close Worksheet 40: The Balance Sheet Method

3 LESSON 1 Why Shoppers Don t Buy

4 Worksheet 24 93% are more likely to purchase when helped by knowledgeable associates. What Do Your Customers Expect You to Know?

5 Worksheet 25 Tell us about a time when... You Received Proper Help From Sales Staff.

6 Worksheet 26 When people are about to make a buying decision they worry. We all do. What do your customers worry about? How do you Reassure them that their decision to buy is the right one?

7 LESSON 2 Top 5 Sales Objections

8 Worksheet 27 What Objections Do You Hear?

9 LESSON 3 Customer Benefit Analysis

10 Worksheet 28 How do you Acknowledge That You Understand What They Have Said?

11 Worksheet 29 How do you Probe to clarify your understanding of the question the customer is raising before you answer it?

12 Worksheet 30 How do you Answer directly to what s on the customer s mind?

13 Worksheet 31 How do you Ask For the Sale?

14 LESSON 4 Identifying Customer's Decision Criteria

15 Worksheet 32 How Do You Ask for the Order? It has been estimated that 7 out of every 10 presentations end without the salesperson asking for the order.

16 Worksheet 33 During your presentation the buyer may make a remark that suggests a decision to buy may have been made. How Do You Know The Buyer Has Made the Decision To Buy?

17 Worksheet 34 Do You Use An Assumptive Close? What Do You Say? By assuming that the order is being placed you can remove the responsibility for decision-making away from the buyer.

18 Worksheet 35 Do You Use An Alternative Close? What 2 Choices Do You Give? This close gives the buyer the choice between 2 alternatives, both of which have been chosen by you.

19 Worksheet 36 How Can You Break Thing Down Into a Series of Small Decisions? Often the buyer finds it easier to make small decisions than large ones. However, having made the smaller decision the larger one becomes easier to make. Choose a minor feature of your product and gain agreement from the buyer on that feature.

20 Worksheet 37 Do You Have Time Sensitive Offers In Your Business?

21 Worksheet 38 Converting on Objections An objection can be a very strong buying signal. If the buyer raises an objection and it is the only objection that is preventing the order from being placed you can use this to gain commitment to buy. What Objections Do Your Customers Have?

22 Worksheet 39 The Negotiated Close Tell us about the Negotiating Techniques you use:

23 Worksheet 40 The Balance Sheet Method Tell us about a time you used the Balance Sheet Method to help a buyer make the decision to purchase:

24 What Now? 1. Send us your worksheet answers Monday by 4:00pm 2. Join Us During Call In Hours Our Call In Hours are a great time to review your worksheets with us! Tuesdays 9:30am - 10:30am (You will be sent a link.) A Publication of