sales visit

Open

Uses a professional introduction effectively builds rapport uses an agenda that is customer centric and transitions to a business conversation

Situation and needs identification

situation in order to prepare a customized presentation uncovers decision process effectively determines relevant facts in attitudes about the company effectively uncovered current needs problems hold of the buyer reasons for change as effective questions that bring to the buyers attention. What happens when problems continue, and gain if problems are overcome.

Solution presentation

Presents benefit based upon the needs of the buyer instead of only features delivers a convincing presentation effectively involves the buyer in the presentation. Effectively uses trial closes.

Overcoming objections

Initially gains better understanding of objection, effectively answers the objection confirms that the objection is no longer a concern of the buyer

Close

Identifies buyers readiness to commit, and or provide provides an appropriate summary or reason to close as for business or appropriate commitment from the buyer

Communication skills

Effective verbal communication, skills, appropriate nonverbal, communication meeting etiquette

Overall

Sales persons, enthusiasm and confidence knowledgeable on the product, industry, and business in general flowing conversation rather than a scripted role-play