Sales Call Steps

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 Contents
1. Pre approach
2. Approach
3. Determining Needs
4. Sales Call
5. Objection Handling
6. Closing the Sale
7. Suggestion Selling
8. Reassuring and Following Up

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1. Pre approach

The pre approach is getting ready to sell. It can include the following
Before and in Office
1. Caring for personal appearance
2. Day Planner (Route/Customers List, History, KPI’s Ach, Customer wise
Obj/TGT, Day Obj)
3. Personal Safety (Helmet, Gloves, Wind Breaker, Vehicle/Fuel)
Before Entering in the Shop
4. Sales Objective
5. Visibility Objective
6. Trade Discussion

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2. Approaching the Customer

1. Start with Greetings (Good Morning/ As-Salam-u-Alikum)

2. Introduce Yourself
3. Ice Break with general question (How are You? How’s Going?)
4. Don’t ask negative questions which can annoy the customer
(why you are looking sad?)

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3. Determining The Needs

1. Warehouse Check
2. Category Check
3. Identification of opportunities
4. Competition Activities
5. Merchandising the Stocks

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4. Sales Call

1. Suggest the order to Customer (OOS, LSL, Avg. Sales, Sales TGT)
2. Present Trade Presenter During Sale (TPR’s, Trade Interventions)
3. Gather Market Intelligence

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5. Objection Handling

WHAT DO YOUDO WHEN THE STORE

OWNER/MANAGER SAYS NO?

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WHAT DO YOUDO WHEN THE STORE
MANAGER SAYS NO?

1. The job of the Salesperson starts when the customer says “NO”
2. Stay cool when the customer says “NO”, it is part of his or her job
3. Objections are often questions based on misunderstanding
4. Objections are often buying signals

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Structure OB’s Benefits
1. IDENTIFY: You know what the objections are
Actively listen to the objection from the store
manager. Be open for any objection.
2. CONFIRM & CUSHION: Listened to your customer –Try to do it literally
Repeat the objection to confirm you listened.

3. UNDERSTAND: You understand the background of the

Ask more details to get to the bottom of the objection: the real reason.
real issue. Ask what else we need to solve.

4. MANAGE & Ask: You are constructive, instead of argue you are
If we can solve this issue, will you then… looking for a solution.
If yes: Launch your solution proposal.
If no: find out other objections(see the loop).

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STRUCTURE EXAMPLES
1. IDENTIFY Retailer: “I don’t have any Cash.”

2. CONFIRM & OB: “So your concern is Cash”

CUSHION Is there anything else we have to solve?”
If yes:
go back and identify another objection.

3. UNDERSTAND “Help me to understand what do you exactly mean by no Cash?

4. MANAGE If no:“ If we solve the Cash issue, would you then place the Order?”
If yes:“ Offer Possible Solution ( Credit Limit )
If no: go back and identify another objection.

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6. Closing The sales Call

1. If you think the customer is ready to make a buying decision, Then

stop and Close the Call.
2. When a customer is having difficulty making a buying decision, stop
showing additional merchandise
3. Help a customer decide by summarizing the major features and
benefits of a product.
4. Don’t rush a customer into making a buying decision.
5. Use words that indicate ownership, such as you and your.
6. Use major objections that have been resolved to close the sale.

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7. Suggestion Selling

Selling additional goods or services to the customer.

1. Do suggestions selling after the customer has made a commitment to
buy but before payment is made or the order written
2. Make your recommendation from the customer’s point of view and
give at least one reason for your suggestions.
3. Make the suggestion definite.
4. Show the item you are suggesting.
5. Make the suggestion positive.

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8. After Sales Activities

1. Write Down/Enter Order in Handheld Device

2. Evaluate the Sales Call
3. Make Necessary Adjustments in Day Planner
4. Move to next Shop

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 THE END

Confidential Tapal Tea (Private) Limited