Page 5 - Essilor Experts Sales Playbook

POSITION

REVIEW ESSILOR EXPERTS™ SOLUTION

After you have influenced the account that Essilor
Experts™ is the solution, you will provide them a
comprehensive overview including the following:
Services

Data Analysis
Staff Training
Product Portfolio
Marketing and Advertising Support
Business Consultation
Commitments
Use Timeline Info-graphic Sales Aid
Decision
Present and Review Partnership Agreement

CONTRACT

WHAT TO WATCH FOR!

During contract discussions, there are common forms of
resistance that you will need to watch for. If not resolved,
you will experience difficulty with the account participation.
Here are a few examples and the recommended responses
you should utilize.

RESISTANCE TACTIC SALES RESPONSE

ONE WORD ANSWERS "TELL ME MORE ABOUT THAT..."

"BEFORE WE MOVE ON, WOULD YOU ELABORATE A
TOPIC HOPS LITTLE MORE ON..."

"YOU SEEM TO LIKE THESE IDEAS. HOW WILL THEY
OVERLY AGREEABLE*
HELP YOU? " (do they fully understand the commitment?)

SILENCE "YOU'RE QUIET ON THIS. IS IT NOT A CURRENT GOAL
FOR YOUR OFFICE?"
"I AM HAPPY YOU'RE EXCITED! WHAT IS IT THAT IS
WANTS DETAILS
MOST APPEALING TO YOU? "

*This is the resistance tactic that is most common and hard to identify.