Coaching the Buying Cycle - Introduction & Interview

Introduction
To set the sale up for the best possible results we need a strong greeting that sets the tone for the rest of the interaction.

    The goals of the first 30 seconds we meet a client should be to:

    Create a first impression that lets the client know you are a friendly professional that can be trusted.
    Reduce any apprehension or sales resistance the client may have.

Look Out For:

    People that treat the introduction with indifference – not going out of their way to really do it well.

Coach:

    Break down the mechanics of a good introduction so they know what is expected and why.
    Let them watch someone that does it well.
    Practice it with them.

Interview
The most important section of the sales process.

    It’s very difficult to come across as a trusted professional unless you first understand the client’s situation before recommending a solution.
    In order to cross sell products the client has not first asked about the sales person needs to get them talking so they can:
        Lead them into conversations about potential challenges or problems they may be having financially speaking.
        Get agreement from the client that they have the challenge or problem they think they might.

Look Out For:

    Sales people that only answer client’s questions during the interview.
    Sales people that do most of the talking during the interview.
    Products being presented early in the interview.

Coach:

    Ask them to tell you about a client they just saw. If they are asking good opened ended questions to get the client talking they should be able to tell you more about the client than what they came in for.
    If they presented a product to a client ask them why – what problem were they solving for them and did the client acknowledge they had that problem?
    Review rule 1 and 2 and the corresponding importance to providing great service.
    Review the open ended questions they ask to get people talking.
    Review the conversation starters they use to get a client talking about potential problems.
    Review how they get agreement from the client that they have a problem they think they can solve.
    Role play an interview.

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