The sales model consists of 4 stages and is a fundamental sales tool as to how to approach both face-to-face sales meetings and telephone conversations with our customers.
Introduction considers the importance of using a sales model.
Open looks at the opening stage of the sales model and considers the different opening approaches.
Question 1 allows you to fully understand the customers requirements, their wants and needs through questions.
Question 2 looks at the types of sales questions we can use to elicit the wants and needs of our customers.
Question 3 considers the questioning funnel, a way to structure sales questions to understand the customer and determine their wants and needs.
A Suggestion is our proposed next step in the sales process. What we suggest is based on our understanding of the customers requirements, wants and needs.
Close 1 reviews the final stage of the sales model and is the moment of truth. In this chapter we will consider the psychology behind closing.
Close 2 acknowledges all closes are assumptive and assume cooperation; therefore we will look at a number of closing techniques to gain agreement and commitment from the customer.
Close 3 considers the use of silence and how to use it as an asset at the closing stage. We will also review what to do if the customer says no.
The Sailing School Scenario; We have seen Sophie throughout the previous chapters; a boat spares sales person, meeting Lucas, the CEO of The Sailing School. Let’s watch the scenario from Open to Close.