18. The 10-Step Productive Retail Sales Call, cont...Exhibit 9.6 Step Number 1. Plan the call 2. Review plans 3. Greet personnel 4. Check store conditions 5. Approach 6. Presentation 7. Close 8. Merchandising 9. Records and reports 10. Analyze the call
26. The Problem-Solution Presentation’s Six Steps Step 1 - Convincing the prospect to allow the salesperson to conduct the analysis Step 2 - Making the actual analysis Step 3 - Agreeing on the problems and determining that the buyer wants to solve the problem Step 4 - Preparing the proposal for a solution to the prospect’s needs Step 5 - Preparing the sales presentation based on the analysis and proposal Step 6 - Making the sales presentation
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35. Selling Process Buyer’s Mental Steps Prospecting Present Marketing Plan Availability, Delivery, Guarantee, Merchandising, Installation, Maintenance, Promotion, Training, Warranty Explain Business Prop List Price, Shipping Cost, Discounts, Financing, ROI, Value Analysis Suggest Purchase Product, Quantity, Features, Delivery, Installation, Price M oney A uthority D esire Attention Discussion Sequence Presentation Discuss Product Present Marketing Plan Explain Business Proposition Suggest Purchase Discuss Product S how F eature E xplain A dvantage L ead into B enefit L et Customer Talk Interest Close The Parallel Dimensions of Selling* Preapproach Follow-up & Service Approach Presentation Trial Close Determine Objections Meet Objections Desire Conviction Action (Purchase) Trial Close
