8 Steps for Successful Sales Visits
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ScribdTranslations8 Steps for Successful Sales Visits
Translated by
ScribdTranslationsTHE 8 STEPS OF A SUCCESSFUL VISIT
1- PLANNING: (done the night before: C/C: With Appointment, S/C: Without Appointment and P/C: By
Contact
Investigate the client: name, position, likes, hobbies, skills (tppsi is
referred by someone to address what they have in common
Customer sales history: if they have sold similar products, how did it go?
have the refrigerators, if you have the space, volumes that you could handle.
Do you have a fridge in the storage? To store more products.
Opening, service, and closing hours: to be prompt and not to lose
In the morning, people are more receptive than in the afternoon; people are available.
Tomorrow the work will be more intense, it is more likely that in the afternoon I will be in charge.
or someone who can be useful to us is not here
Package to offer and strategy to follow: products, services, strengths and
weaknesses.
Strict order of visit: both in the Agenda and in the 'Daily Planning'
Sales sheet (Folder, Ipad): strategies, prices, and discounts outlined for the
presentation
Well-made folder with the presentation to support the seller in his presentation
of the product)
All the material: catalog folder, pen, calculator, USB drive; contracts and
formats
2- PREPARATION: (is done in front of the business, before entering, with the intention of refreshing
information
Remember the person's name
Review the package to be offered and the strategy to be followed
3- APPROACH: (already within the business)
Call the person by their name (with a big smile)
Introduce yourself with your full name and position, (sales manager for example)
Use the folder/product to grab attention.
Ask if they know our product. (tp: at the beginning, no one will know it but with the
With time and a client portfolio, we will be more confident to tell you that you do not know the...
product?, we sell here, here, here, and here )
4- PRESENTATION:
1 Let us get to know each other 2 our clients 3 highlighted points
Use Catalog Folder (the sale enters through the view)
The Catalog folder must respond:
How much are we capable of providing them weekly?
What format will we deliver it in?
How long does it last refrigerated?
What is the price of the product?
Recommended price
Important messages to reinforce
In terms of quality/price, it is among the best in the market.
It is an artisanal/gourmet sausage, made with 100% bacon and pork shoulder.
We offer a profit margin of 10% (Evaluate) and we have already tested it in
other establishments that is a product that has good turnover.
Since it is a product made with high-quality raw materials, people always
is enchanted. Once they try it, it's rare for people not to us.
repurchase.
Make the client say 'YES' to create a positive atmosphere
Instagram, web? Catálogo online? Apoyo online.
What are we? Where do we come from? Why?
Our Clients (Reference)
Where are we?
Networks: (Clinics, Bakeries, Gyms, Airports)
In House: (Businesses: Clinics, Gyms, Dealerships, Mall, among others)
It conveys a high-tech aspect of the business (web pages, QR codes).
Puntos resaltantes(productos, servicios, fortalezas y debilidades)
5- CLOSING:
Make the client visualize (photos, images, concepts)
Ask subtle questions like: which of these systems would you like the most?
mention several options of our products or create a combo for them
Resumen rápido de los productos, sus BENEFICIOS y VENTAJAS(tp: recalcar el que
liked it more)
The importance of being a pioneer (innovation)
Discounts, monthly promotions, and introductory offers
Referral Discount (friends that the customer considers might like it)
Extra: (do not compare the product, these are better! (they will think: What do I care?
Import?) Just to say that they are very good, compare them with another product they have.
Selling time may not appeal to people. Focus on your product, not on saying
those are bad. All the language in positive)
Suggest to the customer how much they should buy for it to be profitable, depending on the
size of your business. The more they buy, the better price you should give them. Look for that
buy more from us will make him more interested in selling them.
6- CLARIFY DATES AND PAYMENT METHODS, and product delivery:
Specific payment dates and possible loss of discounts. (when is it going to...
pay and how, set payment day and how much it will be) (look for the first payment
always be cash, because we don't know if they will buy from us again.
Forms: Deposit, transfer, check to courier or at the office and search
check payment (how will he pay me) (tp: never accept cash, it will save us)
many problems)
Delivery of internal marketing material for the store that helps with sales.
7- ANNOTATIONS:
Contracts, Brief, Referrals, Visit Report, among others (sales invoices,
receipt of how much is purchased, for the seller and for the client, how much was agreed upon and
When it is delivered, it is then handed over to administration to align production.
transport and payment
8- ANALYSIS OF THE VISIT: (when you leave the visit it is done in real time) note that
I could have done better, I made a mistake, I compared this and he didn't like it, I came in with little.
trust, among other trust etc. To avoid repeating it.
Why did you buy? Why not?
¿Qué fue lo que más le gustó? ¿Qué no le gusto?
When did you decide to buy? Or not to buy?
Did I arrive at the right time? Was the client waiting for me?
Am I satisfied with my presentation? Is the client satisfied?
What can I do better on the next visit? What should I repeat?
Extra Tips:
Keep in mind that one will have good sales days and others not so much, there are days
Just because one is right and others are not, it doesn't mean it's wrong, you just have to keep going.
trying.
It is within the seller's ability to negotiate to close the sale, the price does not
negotiate, they are already defined.
The small company is charged full price, but you can play with the ways of
payment, to the big one who asks the most and the least must pay as requested.
-Never charge 50/50 because it can disappear and then we are left hanging.
We charge 70% to ensure the production cost and leave the 30% for us.
pay later.
-Poster, card, entry promotion? We promote your venue through our
Instagram, so that they come to buy them.
Seller: They sell that in two to three weeks, I assure you.
-Sellers: We have these options, I recommend this 40 box for example,
20 of these and 20 of those, so that the variety of the two attracts more attention.
packages in your store.
Make packages of 10-30-50 (large jumps), not small ones (of 5-10-15)
After you've done two or three sales, you get straight to the point.
Seller: The VAT is neither yours nor mine; as you pay it, we pay it too.
-Follow-up, any issues with them? Did the label remain in perfect condition?
How are they?, do people ask about them?, has any client said anything to you?
The profit margin will depend on the product turnover in the stores. At a low
rotation, we need to give more profit margin to the establishments. Otherwise, it is not
attractive. In this phase, we should first specify sales points, with little
profit margin for us. Then, raise the prices.
Target Market
Still lifes, butcher shops, supermarkets, markets, etc.
Start creating a list of emails and phone numbers of business owners
commercials to whom we could sell.
Locate a non-competitor company with a target market similar to yours
own. Could we have your client list?