Jamco Sales Overview
Canvassing:Doors/Telephone/Mailings
Networking:LeTip/Vertical Mkts/3rd party
Referrals: Existing Cust/Other providers
Visual: Billboards/Trucks/New Bldgs/Movers
Making appointments
Being Prepared:Industry Knowledge/ Competition/Target Business needs
Feature Benefit Statements:How to capture interest and give them offer they cant refuse
Persistence:Gatekeepers/tricks of trade
Cashing in on appointments
Establishing Trust:So they open up/give info
Developing Rapport:Noticing body position, facial expression and word patterns for win/win
Office environment:Awards, hobbies, family
Eliciting decision-making strategies: Find out how buyer thinks and how patterns affect
Probing Skills
Open vs. closed-end questions
Storing "bullets":Finding solvable problems
Finding hot buttons:
Find what they like and don’t like… to use in presentation!
- Presentation Skills
- Pitchbook analysis
- Trial Close placements
- Stage Presence
- Proof and testimonials
- Using bullets to score
- Videotaping and review
Bypass and restate
Agree and answer
No need,time,money or interest
Confirm, move forward,CLOSE
Videotaping role plays
Closing Skills
Doing what it takes to get order
Different techniques:Assume,Paper, Columbo, 3 step,Take away, Alt,Order form
Getting the order
Organization/TimeMgmt
Use of lists/daytimer/personal
Territory and day: Maximize Goals
Goal setting
Motivation page
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