| . |
. |
Evaluation (mark out of
5) |
| 1. Approach |
. |
. |
| . |
ID Self, company, ID prospect |
. |
|
establish rapport |
. |
| . |
gain prospect's attention |
. |
| 2. Transition from approach |
. |
. |
| . |
statement of purpose |
. |
| . |
permissive question |
. |
| . |
. |
. |
| 3. Problem recognition |
. |
|
| . |
closed questions - determine
current situation |
. |
| . |
open questions - determine
ideal situation, prospects needs and wants |
. |
| . |
closed questions - check
for understanding |
. |
| . |
problem confirmation |
. |
| .4. Presentation |
|
. |
| . |
benefits specific to buyer's
needs |
. |
| . |
use of sales tools |
. |
| . |
showmanship |
. |
| . |
. |
. |
| 5. Handling Objections |
. |
. |
| . |
clarify objections |
. |
| . |
strategies to overcome objections |
. |
| . |
. |
. |
| 6. Closing |
. |
. |
| . |
Recognize buying signals
(positive body language) |
. |
| . |
Execution of closing techniques |
. |
| . |
Departure and follow-up |
. |
| . |
. |
. |
| 7. Salesmanship |
. |
. |
| . |
Rapport - salesperson and
prospect |
. |
| . |
Confidence / enthusiasm |
. |
| . |
questioning /listening skills |
. |
| . |
. |
total
mark "/100" |
