Understanding product and services
- Have a thorough understanding of the product/service features, benefits, and unique selling points
- Be able to articulate how the product/service solves the customer’s pain points
Know your target audience
- Identify the ideal customer profile.
- Understand their demographics, preferences, and challenges
Effective Communication
- Develop Strong and positive vocabulary
- Listen actively to understand the customer’s needs
- Clearly articulate the value proposition and benefits of the product/service
Building Rapport
- Establish a positive rapport, connect with the prospect
- Find common ground and build trust
Ask qualifying questions
- Ask open-ended questions to uncover the prospect’s needs and pain points
- Qualify the prospect to ensure they are a good fit for the product/service
Presenting Solutions
- Tailor the presentation to address the prospect’s specific needs
- Highlight key features and benefits that align with the prospect’s requirements
Handle the Objections
- Anticipate common objections and prepare responses
- Address objections confidently and provide reassurance
Trial Close
- Gauge the prospect’s interest by using trial close questions
- Assess their readiness to move forward
Negotiation
- Be prepared to negotiate terms and pricing if necessary
- Focus on finding a win-win solution
Closing the Sale
- Use closing techniques such as assumptive close or alternative choice close
- Ask for the sale directly
Follow-Up
- Follow up with the prospect after the sale to ensure satisfaction
- Offer additional support or assistance as needed
Continuous Improvement
- Analyse sales performance and identify areas for improvement.
- Seek feedback from colleagues or mentors to refine sales techniques
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