Prospecting

Our potential customers will be in the age of 18-29, single in status who are

students having 15,000-20,000 monthly family income and high school graduate.

Majority of them are women, a recent study at the University of Pennsylvania showed

that women snack more than men, and they are seeking healthier snacks because being

slim and sexy is now a trend in this generation and they preferred salty flavor for snacks

and according to the study of University of Pennsylvania women likes chewy salty tasty

carb snacks like chips and pretzels. Women are considering not only the taste but the

nutrients of the chips. We can use referral in prospecting because if we build trust with

our customers he/she can refer the same sales person that he/she has transact with and

partnership with other business that can advertise our product, we can also be published

in newspapers in finding prospect customers.

Qualifying

The data gathered from the prospective customers will be the tool to know their

interest and what is the appropriate product that suits their wants or needs. We can call

them by phone or by mail to tell them the benefits of our product to attract the

prospective customer.

Approach

Prospect customer must feel the sincerity and honesty when approaching them

especially if you are approaching the prospect customer in call. We should let them feel
that we are expertise in our field of work and listen then ask quality question that will

caught their attention and interest then make a positive deal.

Presentation and Demonstration

Nothing is more powerful than a great product presentation and demonstration

because it can result in a positive deal and a good impression of the potential customers

towards the product and the sales person. We can used multimedia presentation in

presenting and say only the relevant information so that the potential customer will not

get bored. The presentation and demonstration should be uniquely matched to that

potential customer. It should not only focus on the features and benefits, it should be in

the form of story if what will be the key role of the product to their wants and needs and

how the product can satisfy them and the sales person can also tell the positive feedback

of past customers to convince the potential customers.

Trial Close

Before closing the sales the sales person should know how the prospect customer

feels about the product or service you are selling. The main reason to do the trial close is

to understand where you are in the sales process so you know what is important to the

buyer and where to take the conversation. Knowing when to ask the sale is much more

important that asking if they want to order.

Determine and Overcoming Objections

Use high-quality content questions and answers that will help your customers

understand your products and services quickly because customer’s behavior can be

change easily if she/he is not satisfied of the information gave by the salesperson.

Delighting customers by creatively answering their questions can make an objection into

a positive deal.

Closing the Sale

If you have a good rapport with the prospect customer and they see you as a

trusted expert, assumptive technique by using a phrase or language that assumes that the

deal is done and close.

Follow-up

Follow ups make customers feel special and for that reason this increases

trustworthiness for the customers. A regular follow up always gives customers a chance

to be heard about how satisfy he/she with the product or service he/she bought. As a

result the customers and sales person can build a long term relationship.