PowerPoint Presentation
Asking for the saleDifferent approaches to take
1
There are 4 distinct types of sales people
Instant Buddy
The Guru
The consultantHard Seller
The Instant BuddyThe instant buddy is an approach that is taken
by some sales people to invoke trust in customers. Typically the
sales person will ask questions about the persons interests or
business in order to create positive rapport and trust. When the
customers see that the sales person is interested, the customer
understands that the sales person is genuinely trying to help.
The GuruThe Guru is less emotional and has a more logical
approach to selling a product. The Guru presents themselves as a
problem solver and makes customers realize that they are a great
resource. Where the Guru may lack a bubbly personality, they excel
in product knowledge and solutions.
The The ConsultantThe Consultant is a blend between the Instant
Buddy and the Guru. The Consultant is knowledgeable and friendly.
The Consultant emotionally connects while problem solving and
always has the best interest in mind.
The Hard SellerThe Hard Seller will use scare tactics and
pressure customers to buy. The customers best interest is not as
high of a priority as the sale persons own wallet. The hard seller
will do or say whatever they need to in order to achieve the sale.
These types of sales men give other sales folks a bad name.
Tips for selling the product
How to Sell any product#1- Know the ProductKnowing your product
helps you to know what is the best fit for the customers needs. It
also helps identify benefits for customers while you appear
professional and confident.
#2-Honor CustomersPut yourself in a respectful and helpful
mindset. ( Image you are meeting a customer over coffee) This will
in turn create a positive word of mouth and you will be trustworthy
in the eyes of the customer.
#3-Be TruthfulBeing straight forward with the Caller breaks down
the selfish salesperson stereotype. Being truthful means you gain
their trust.
#4-Be LikeableSuccess comes down to personality. If the customer
doesnt fancy the sales person they are less likely to buy. If they
are comfortable with the sales person, they will be more
likely.
How to Sell any product#5- Never Stop GrowingStay on top of
company and guide line changes. Always keep up on continuing
education. Dont give the same pitch, customize your calls to each
caller.
Ways to ask for the sale
Suggested scripting for asking for the saleI can start a policy
for you right away and get id cards sent over to you. It sounds
like we can save you some money, do you want to get this going
today?You mentioned you didnt have any insurance right now, I can
get this policy going and email you proof of insurance as well.Lets
get this going for you today, I can also get you a certificate of
insurance as well!Did you want to pull the trigger on this (
optional verbiage) ?
FIN
