| Prior Research + Customer questioning + Tailored | | | | involved in the decision process |
| proposal = A Sale | | | | A salesperson should let the customer speak and |
| A good salesperson will make their product and | | | | listen for signals of interest, a good rule to adopt |
| pitch fit their customer. They will take the time to | | | | is the 80/20 rule, let the customer speak for |
| learn about their customer, whether it be through | | | | 80% of the time in response to good questioning. |
| initial research or through questioning they will | | | | It is human nature to like talking about yourself |
| assess what is important to their potential | | | | and a customer will not be excluded from this rule |
| customer before going in for the sale. There are | | | | so the opportunity should be taken to play on this |
| some rules of sales that should not be ignored. | | | | to gain as much insight into a customer as |
| Prior Research | | | | possible to help make a sale. |
| Research is an essential part of any sales role, the | | | | Through questioning a salesperson should help the |
| opportunity should be taken to research a | | | | customer realise a need or problem and then |
| potential customer before they are approached, | | | | offer a solution, if the customer highlights the |
| learn as much as possible from all resources such | | | | need themselves half of a salesperson's job is |
| as the internet or even colleagues. This will help a | | | | done. |
| salesperson to build initial rapport with any | | | | Tailored Proposal |
| potential customer as they are instantly credible | | | | Any proposal should be tailored to the audience |
| and have clearly taken real interest. | | | | and play to their interest, if a customer likes to |
| Customer Questioning | | | | talk numbers they will be offered numbers and if |
| The use of high gain open questions with a | | | | they like talking status matching benefits will be |
| customer will help a salesperson understand what | | | | highlighted. A good salesperson will use everything |
| is important to them when considering new | | | | they have learned through questioning to ensure |
| products or services, what standards they | | | | that the proposal appeals to their customer and |
| expect, what timescale they work to and who is | | | | that it plays on the identified areas of interest. |