1. Baylon, Jean
Hernandez, Babylyn
Niu, Reimond

3. Objectives
To be able to know how to make a sales call
To be able to know how to identify the prospect’s
needs by asking questions
To be able to make the what is to be offered or
what is being offered as the solution to the
problem by offering its value.
To be able to know how to build credibility
during the call
To be able to know how to sell to groups.

4. Making the Sales Call
We will discuss how to make
the actual sales call.

5. Essential Elements of the Sales
Call
Making a good
impression Adjusting
Identifying or reiterating Assessing the buyer’s
needs reactions and making
adjustments
Offering the solution to
the buyer’s needs
Credibility and trust

6. Making a Good Impression
This section discusses
how salespeople can
manage the buyer’s
impression of the, a
process often termed
impression management.

7. Waiting for the Prospect
Being on time for a
schedule sales call is
critical to avoid giving
the buyer a negative
impression.

8. Very First Impression
Making a favorable first
impression usually
results in a prospect who
is willing to listen. A
negative first
impression, on the other
hand, sets up a barrier
that may never be
hurdled.

9. Selecting a Seat
When selecting a seat, it is a good idea to
look around and start to identify the
prospect’s social style and status.

10. Getting the Customer’s Attention
Getting the customer’s
attention is not a new
concept. It is also the goal of
many other activity you are
familiar with, such as
advertising, making new
friends, writing an English
composition, giving a
speech, or writing a letter to
a friend.

11. Developing Rapport
Rapport in selling is a
close, harmonious
relationship founded on
mutual trust.

12. When Things Go Wrong
The best line of defense
when something goes
wrong is to maintain
proper perspective and a
sense of humor.

13. Identifying the Prospect’s Needs:
The Power of Asking Questions

14. If the buyer gives permission, the salesperson then
begins to ask questions about the buyer’s needs.
The experienced salesperson, however, attempts to
uncover the prospect’s needs and problems at the start
of the relationship.
There is an underlying reason for every customer need,
and the salesperson must continue probing until he or
she uncovers the root problem or need.
This process could be called “discovering the root
cause of the need.”

15. Asking Open and Closed Questions
In the first method off
needs
discovery, salespeople are
taught to distinguish
between open and closed
questions and ten
encouraged utilizing
more open questions.

16. Open Questions
Require the prospect to go beyond
a simple yes-or-no response.
They encourage the prospect to
open up and share a great deal of
useful information.

17. Closed questions
Require the prospect to simply
answer yes or no to offer a
short, fill-in-the-blank type of
response.

19. SPIN® Technique
SPIN®: situation
questions, problem
questions, implication questions
and need payoff questions.
SPIN actually helps the prospect
identify unrecognized problem
areas.

20. Situation Questions
Early in the sales call, salespeople ask situation
questions, general data-gathering questions about
background and current facts.

21. Problem Questions
When salespeople ask about specific
difficulties, problems, or dissatisfactions the
prospect has, they are asking problem questions.

22. Implication Questions
Questions that logically follow one or more
problem questions and are designed to help the
prospect recognize the true ramifications of the
problem are implication questions.

23. Need payoff Questions
When salespeople ask questions about the
usefulness of solving a problem, they are asking
need payoff questions.

25. •Time
•Confidentiality
•Buyers do not know the
answers

27. Offering Value: The
Solution to The
Buyer’s Needs

28. RELATING FEATURES TO BENEFITS
BENEFITS FEATURES
Is the way which specific
Is a quality or features will help a
characteristic of the particular buyer and is
product or service. tried directly to the
buying motives of the
prospect.

29. EXAMPLE OF FEATURES AND
BENEFITS
FEATURES BENEFITS

30. FAB
Salespeople discuss FEATURES
features, advantage (why
that feature would be
important to
anyone), and benefits. ADVANTAGE
BENEFITS

31. FEBA
(Features, evidence, benef
its and
agreement), Salespeople FEATURES
mention the
feature, provide evidence
that the feature actually EVIDENCE
does exist, explain the
benefits (why that feature
is important to the buyer) BENEFITS
and then ask whether the
buyer agrees with the
value of the feature and AGREEMENT
benefit.

33. ASSESSING REACTION
ASSESSING REACTION
VERBAL PROBING –
How does this sound to you?
Can you see how those features help solve
the problem you have?
Have I clearly explained our program to you?
Do you have question?

34. probing question helps to achieve
several things.
Probing may show the
Probing lets that
It allows
salesperson the
see is
the prospect
whether the into stop
salesperson buyer is
uninterested what the
listening and encourage
talking and
salesperson is talking
understand what way
two
about. is
communication
being said.

35. SELECTIVE PERCEPTION
Often we hear only
what we want to
hear, and everyone is
guilty of it at times.

36. MAKING ADJUSTMENTS
Salespeople need to continually adapt the
situation at hand.
Other adjustment might require collecting
additional information about the
prospect, developing a new sales strategy, or
altering the style of presentation.

37. BUILDING CREDIBILITY DURING
THE CALL
CREDIBILITY – That is
he or she must be
believable and reliable.

38. HOW TO BUILD CREDIBILITY
Salesperson should
clearly delineate the
time she or he thinks
the call will take and
then stop when the
time is up.

39. HOW TO BUILD CREDIBILITY
• Avoid making
statement that does
not have the ring of
truth to them.
• Offer concrete
evidence to back up
verbal statement.

40. HOW TO BUILD CREDIBILITY
Balance Presentation –
Shows all sides of the
situation – that is to be
honest.
Recognizing sub
cultural differences.
A seller should never use a
word if he or she doesn’t
know the exact definition.

41. SELLING TO GROUPS
• It is important to develop
not only objectives for the
meeting but also objectives
for what the seller hopes to
accomplish with each
prospect present at the
meeting.
• Must gather information
about the needs and
concerns of each
individual who will attend.

42. SELLING TO GROUPS
• Ego – involved audience
member perceives the
subject matter to be
important to his or her
own well being.
• Issue – involved –
Person considers the
subject important even
though it may not affect
him or her personally.

43. Expect many more objections and interruptions.
If the group members decide that the meeting is
over, the salesperson should not try to hold
them.
Most things you have learned about selling to
individual apply equally to groups.
You should learn the names of group members
and use them appropriate.
You should listen carefully and observe all non
verbal cues.