Sales Process
We need to define the sales process and come up with a system for doing it. The system must be easy to teach to new hires.
Typical Xerox style sales process:
The key to starting the sales process is GETTING THEIR ATTENTION?
If they are on a cell phone we do not have their attention!
Use questions to explore and expand interest. This is more sophisticated selling.
q Who will be using the _____?
q What will you be doing while seated in your _____?
q When will the _____ be used?
q Where will you be using the _____?
q Why would you sit in a regular chair?
q How will you use a _____?
Why do people buy _____?
q Like the comfort
q Like the look (for their home)
q Like the functionality (multi-use, fits in a dorm, fits in the kids room)
Once we have all the reasons, then we can divide them into frequency (which reason is the most common). We can find out more about this sweet spot of purchasers. Maybe they are kinesthetics and are buying because they sat in one (it felt good).
Many of the common objections can be characterized as perceptions or misconceptions.
A perception tends to be a “fact” in the consumer’s mind.
A misconception is a lack of knowledge about the product.
A misconception is that these are bean bag chairs stuffed with little beads that spew out on the floor. “ If I can show you that this is not a bean bag chair, would you be interested in owning one?”
A perception is that it is expensive.
The process for overcoming the objection is to typically ask “Is price the only reason you are not taking ownership of a _____ today?”