12. Categorizing Prospects Description Category NOPP + General prospects. I will decide later when to meet. 4 NOPP + Prospects whom I will meet in next three weeks 3 NOPP + Prospects whom I will meet in next two weeks 2 NOPP + Prospects whom I will meet in this week itself 1
29. Probing Questions Ask and you shall get it! Confirmation Questions: (to handle objections) e.g. ‘Sir you mentioned that you are looking at fixed interest rates looking at the market, am I right?
30.
31. Approach Prospecting Meeting Elaborate Closing Generate Referrals Servicing Objection Handling Services Menu card Probing Sales Process Chart
32.
33. Approach Prospecting Meeting Elaborate Closing Generate Referrals Servicing Objection Handling Services Menu card Probing Sales Process Chart
40. Product Features Explanation of the working of the features (IT DOES) Benefits that the prospect would derive due to the advantages (FOR YOU) Advantages Features Benefits Use the FAB language
Use this slide to tell them that we are interested to know what steps they are following currently in the sales process. Trainer to give this situation with just 5 minutes to each participants. Ask them to write down on a separate piece of paper in their note pad and collect these pages. No need to write names. Steps: Collect all the papers. Read randomly the process written down there. Pick up the relevant steps and put them on the white board Mention that these are the current practices followed by all of us. Plot 4/5 such processes and stop. No need to read all of them. Go to next slide with appropriate pitch
Introduce the concept of ‘Stakeholders’ who are going to be benefited by following this approach. Unless it is beneficial to all concerned, it is of no use to follow a process that will benefit to any one or some of them at the cost of other stakeholders. The other stakeholders will try and effect the balance if any imbalance is happening.
Trainer to derive this from participants. You have to design a suitable pitch for this.
Trainer to derive this from participants. You have to design a suitable pitch for this.
Trainer to derive this from participants. You have to design a suitable pitch for this.
There are different views on Objections. Basically these views highlight what is the utility or usefulness of handling objections. Generate the discussion in class on each of these aspects and facilitate the process for class to emphasize meaning and importance of Objections and treating them carefully.
Discus in the class by asking leading questions like ‘Will all raise the same objections?” or “Are all customers behaving the same?” Learning: All the customers are not the same and we need to recognize this in our dealing with this. This means we need to change the way we deal with their objections. Learning 2: Another important learning is all the objections are not the same. There are different types of objections. Bring out these learning and establish the base that we need to know different type of customers as well as different types of objections.
