Overview Of The Sales Call

Buying Motives 6. Gaining Social Approval, Prestige 5. Boosting Self- Satisfaction, Pride Recognition 4. Fear of Pain, Worries, Problems 3. Having Pleasure, Enjoyment, Comfort, Convenience Experience 2. Fear of Loss 1. Making A Gain Possession

Steps Of Sale Call Evaluate 7 .Post Call Needs/wants Ask commitment 6 ,Close Understand Listen,buying sig 5 .Response Wants/ will benefits Find need, motives. Fs,Bs 4 .Presentation Willing to see/ listen Gain attention, awake interest. 3 .Approach Set object, Plan 2 .Preparation Find & Classify 1 .Prospecting Prospect’s Dec Sales man’s Act Call Steps