Page 6 - Oxford 10 Step Manual

STEP 1 –
Lead Handling and Entry
The Entry Portion -
Some important philosophies behind the importance of entry:
- Entry is everything that takes place from the time you get up in the morning until the time you walk into the customer’s house.
- P.M.A. – Positive Mental Attitude along with positive expectations are required for a successful sale.
- Zig Ziglar stated, “You are what you think!” Dynamic beliefs result in dynamic sales efforts.
The Goal of Entry –
- Getting into the home to give your company and product information. Doing a demonstration and presenting the price is the ultimate goal of every entry.
Entry is 100% about getting in to do the complete demonstration!
Remember What Entry Isn’t –
Entry is not about estimating the need -
People buy for a lot of different reasons, don’t pre-judge what is on their minds until after measuring.
Entry is not about measuring desire -
The desire will come only after creating need and a price has been presented.
Entry is not about afford ability -
That’s for the credit department to determine. Worrying about what they can afford takes place during Pre-close.
Entry is not about selling the product -
Selling takes place during the demonstration – seeing is believing!
Entry is not about setting up urgency -
Urgency is for the close step, a customer cannot have any sense of urgency until the feel a need.
Entry is not handling objections -
Get across to the customer that there is no pressure ahead, there’s absolutely no need to feel anxious.
Keeping P.M.A
It’s a proven fact - people buy from people they like, trust and feel confident with. You can’t present confidence if you don’t have it.
Successful sales reps practice the following actions that keep them positive and competent:
• Read self-help books on attitude and selling skills. • Listen to motivational or skill-teaching audio tapes
while driving.
• Set goals that are achievable, both short term and
long term. Write goals down and always refer to
them.
• Spend time preparing.
Preparing to Make the Visit:
As you approach each home, take care to always smile. As you meet the prospects, your smile will positively affect them so that even if they are not interested in Oxford products and ask you to leave, they will do so nicely.
Knowledge Is A Valuable Tool!
The sale is the natural conclusion to the successful completion of these ten steps.
7