Sales Outline$/$Plan

Approaching the Customer $($Rapport$/$Relationship$)$

How do you plan to establish rapport and$/$or recognize the relationship?

What are at least $3$ ways on what you may say and$/$or do to accomplish this?

Needs Discovery $($Ask$/$Listen$)$

How do you plan to uncover and assess the prospect$$s needs and wants in order to identify potential recommendations$/$solutions$?$

What are at least $5$ questions you may ask to accomplish this?

Product Solution, Presentation, and Demonstration $($Benefit Statements$)$

When do you plan to $$switch to the pitch$?$

How will you know you are ready to present your custom solution?

What proof devices$/$selling tools will you use? $($At least one.$)$

What buyer motives might you appeal to with your product$/$service$?$

List a least $3$ bridge$/$benefit statements that you may use in your presentation.

Negotiated Buyer Resistance $($Overcoming Objections$)$

What are at least $3$ objections you will be prepared to overcome?

How do you plan to overcome them specifically?

Closing and Servicing the Sale $($ABC and Follow Up$)$

How will you know when it is time to close the sale? What buyer clue$/$cues will you look for?

How do you plan to ask for the close specifically?

What strategies might you use from the reading to close the sale?

What are at least $3$ ways to follow up the sale?