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SALES CYCLE

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by

Pointe Sales

on 27 February 2015

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Transcript of SALES CYCLE

SALES CYCLE
Close
Soft Closes

Hard Closes
Incite a Response
Which Type?
Pre-Impression
2-10 Seconds
Preknocking impression-in neighborhood
Appearance
Body-Language
Space Zone
Eye Contact
Smile
Positioning
Solidify the Sale
Simple
Question
Give a Simple Answer
Correct: “Do I really need this for the year?” Answer: “Yes absolutely, you wouldn’t want it any other way.”
Incorrect: “Do I really need this for the year?” Answer: “Yes, you see the egg cycles of pests…. in addition the products break down… and besides if you don’t do it for a year…..” –this shows lack of confidence

Deeper
Question
Needs a little explanation
“I don’t think I need this for the entire year?” Answer: “Yea, good question, we actually wouldn’t recommend it any other way because each season …….” (simple and short explanation)
INITIAL APPROACH
Short
20-40 Seconds
Attention
Grabber
Word Examples:
Flushout
Other Customer Names
Half-Off
Tailored Words
Age of homes
Common pests there
Type of homes
Close
Example: Time Close-
"...we can fit you in tomorrow before the Johnsons around 10 or after the Perry's at 3 whichever is better for you?"
Goal:
For customer to ask "What are you doing?" or "What's a flushout?"
1.
2.
3.
(Question)
(Objection or Question)
Excuse
Respond Positive, then move on with a question
“Do you have a card?” Answer: “Actually we don’t carry cards, I am just filling up the route for my technicians, and we have just a few spots left we are doing for half price tomorrow. Have you heard about what is going on? Or How long have you lived here?
Actual Objection
Acknowledge concern then explain
“No I don’t do pest control cause I have kids”. Answer: “ I totally understand, have you ever had a pest service before? (wait for response) Did they come and spray the baseboards each time? (wait for response). Yea that is one thing that everyone is really liking about our service is we are very non obtrusive, we don’t spray everywhere, in fact we only treat in areas out of reach of kids and pets, we even use this in daycare, restaurants,…..”
Transitional Phrase
Must do Nonverbal and Verbal
Nonverbal:
Eye Contact & Nod your head
Verbal (examples):
That's a great question...
Most people I talk to wonder the same thing...
You know, you are right...
Perfect...
Sure...
Oh really? (BAD EXAMPLE)
Explain
1. Tailor-(What we do)
2. Need-(Why we do it)
3. Value-(Why it benefits them)
4. Urgency
5. Pre-Address other concerns
Objection Cycle
Full transcript