3
W
HAT
W
ILL
Y
OU
S
AY
?.................................................................................................................................12
1. Product Demonstration....................................................................................................................12
2. Customer Benefit.............................................................................................................................12
3. Referral............................................................................................................................................13
4. Question...........................................................................................................................................13
5. Survey..............................................................................................................................................13
NEED DISCOVERY
..................................................................................................................................14
P
REPLANNED
Q
UESTIONS TO
D
ISCOVER
B
UYING
M
OTIVES
...........................................................................14
CUSTOMER RESPONSE ...................................................................................................................................14
PRESENTATION STRATEGY SELECTION:.........................................................................................................14
DEMONSTRATION
..................................................................................................................................15
WHAT I WILL SAY (INCLUDE BENEFIT) ........................................................................................................15
WHAT I OR THE CUSTOMER WILL DO ...........................................................................................................15
F
EATURE TO
B
E
D
EMONSTRATED
..................................................................................................................15
Touch Screen ............................................................................................................................................15
Ultra quiet ................................................................................................................................................15
** ..............................................................................................................................................................15
TV .............................................................................................................................................................15
Internet .....................................................................................................................................................15
Cook Book ................................................................................................................................................15
Calendar...................................................................................................................................................16
Messages...................................................................................................................................................16
Photo Album .............................................................................................................................................16
Self diagnostics.........................................................................................................................................16
NEGOTIATIONS
.......................................................................................................................................17
C
USTOMER
’
S
C
ONCERN
.................................................................................................................................17
TYPE OF CONCERN ........................................................................................................................................17
P
OSSIBLE
R
ESPONSE
......................................................................................................................................17
CLOSING
......................................................................................................................................................19
CLOSING CLUE (PROSPECT)...........................................................................................................................19
CLOSING METHOD.........................................................................................................................................19
CLOSING STATEMENT (SALESPERSON)..........................................................................................................19
SERVICING THE SALE
.........................................................................................................................21
WHAT WILL I SAY OR DO FOR THE CUSTOMER.............................................................................................21
POST-SALE COURTESY CONTACTS (FREQUENCY, ITEMS TO DISCUSS, NEW OFFERINGS) ...............................21
METHOD OF ADDING VALUE.........................................................................................................................21
Suggestion Selling: ...................................................................................................................................21
Cross-Selling:...........................................................................................................................................21
Follow-Through: ......................................................................................................................................21
Follow-Up: ...............................................................................................................................................21
