1. Sales call
Dr. Mohamed Mossad

2. Steps of a Sales call
Call Steps Salesman's Action Prospect's Decision
Find / Identify /Qualify / Classify
 Prospection
/Categorize
Analyze / Study / set objective
 Preparation
Plan / Define
Secure access / gain attention / Willing to see / to
 Approach
awake interest listen
Find out needs / buying motives /
 Presentation Wants / will benefit
present benefits
Listen to responses / reactions/ buying
 Responses Understands
signals
Needs / wants will
 Close Ask for order / commitment
benefit
 Post - call Follow through / evaluate

3. Evolution of the Sales Process
Prospecting Customer Retention
Pre-approach Pre Database/Knowledge management
Approach Relationship Selling
Presentation Marketing
Overcoming Objections Problem Solving
Closing Adding Value
Following‐up Relationship Maintenance

4. Steps of a Sales call
First Step
• Identify the target market
• What segments exist in my territory?
• Who are the potential buyers in these segments?

5. Steps of a Sales call
Second Step
 Find the potential prospects:-
 Records
 Superior
 Observations
 Non – competing sales persons

6. Steps of a Sales call
Third Step
• Qualify the prospect:-
• Needs
• Financial ability
• Buying decision
• Potentiality

7. Steps of a Sales call
Fourth step
• Evaluate user status:-
• Current user
• Lapsed user
• Competitor user
• Non – user (of class)

8. Steps of a Sales call
Fifth step:
• Classify your prospect according to:-
• Specialty
• Potentiality
• Adoption sequence

9. Adopter categories
Adopters
Early Late
Innovators: venture some Early Late majority :skeptical
adopters: respected Laggards : tradition-bound
Early majority: intentional
Age Younger Older
Education Well educated Less educated
Income Higher Lower

10. Adopter categories
Adopters
Early Late
Social relationships: Innovators : within wide Totally local
within or outside experience
community Others: more localities
Social status Higher Lower
Information sources Wider variety, many media Limited media exposure,
rely on local groups

11. Preparation
First Part:
• SMART Objectives:
 Specific
 Measurable
 Ambitious / Realistic
 Triggering action / Decision
• Yardstick to measure your success:
 Factor, data, etc. obtained from reliable sources

12. Preparation
Planning the call:
How do you want to proceed?
 Find out best time to see customer
 Prepare Approach
 Questions / to uncover needs and verify assumptions
 Benefits to satisfy needs
 Responses to possible reactions
 Use of visual aid
 Ways of closing / gaining commitment
 Preparation enhances confidence and lead to more sales

13. Planning your call strategy
How are you going to achieve your objective?
I. Finding out the best time.
II. List all of your products strong sales features, benefits, and
your competitive advantages.

14. Planning your call strategy
How are you going to achieve your objective?
III. Analyze your competitors:
 Who are your competitors?
 What are the strengths of your competitors?
 Why do people buy from competitors?
 What are their weaknesses?
 Why do customers buy from you and not from competitors?
 What are your competitors doing right?
 How can you imitate their success?

15. Preparation
Prepare:
 Approach
 Questions to uncover needs and verify assumptions
 Benefits to satisfy needs
 Responses to possible reactions
 Use of visual aid
 Ways of closing / gaining commitments

16. Approach

17. Approach
Main goals:
 To gain the prospect's attention
 To stimulate the prospect's interest
 To provide a smooth transition into the presentation

18. Approach
Three parts of approach
 Introduce yourself and whom you represent
 The purpose of your call
 A question

19. Approach
Approach Techniques:
 Referral
 Call objective
 Product or service benefit
 Buyer needs

20. Approach
Avoid negative "Suicidal" approach:
 To apologize in the beginning
 To refer to last negative visit
 To start asking (How is business?) or (May I help you?)
 To begin with close-ended question

21. Approach
Approach Techniques:
 Utilizing your call objective(s)
 Utilizing a prospect's needs (known or unknown)
 Utilizing a product and / service benefits

22. Approach
Approach Techniques:
 Utilizing your call objective(s):
 "Good evening Dr. Ali ,summer season is about to start.
When do you need your next order of Parentral Infusions to cover
this season?“
 "Good morning Mr. Salama I am calling on you today to talk
about the new Swiss watch. What are you looking for in a good
watch?“

23. Approach
Approach Techniques:
 Utilizing a prospect's needs (known or unknown)
 "Good afternoon Mr. Ahmed. I am here today to find out what
is your requirement from us to increase the productivity of your
staff?“
 "Good morning Dr. Hassan I am calling on you today to solve the
problem of the expiry date. How many expired packs do you
have?“

24. Approach
Approach Techniques:
 Utilizing a product and / service benefits:
 "Good morning Mr. Saad. We offer a 120 days credit facility for
orders placed prior to July 31St . How many packs would you like to
have?“
 "Good afternoon Dr. Salwa. We are granting 20% free goods
which mean an increase in your profit. How many packs would
you like to order?"

25. Presentation
Main Purpose:
• To "zero in" on the customer's needs / buying motives with
the features and benefits of our proposal (product).
• To be built on a positive two way communication.

26. Presentation
• First half of presentation:
 To uncover customer's needs by effective use of questions.
• Second half of presentation:
 To start matching product benefits with customer's needs /
wishes in order to find the decisive buying motive.

27. Presentation
Second half of presentation:
We define:
• the feature of our product- what it is / has
• as many benefits of our product as possible (6 buying motives!)
what it can do
We look for:
• the customer's buying motive and match our benefit with his
need

28. Do Remember!!
You do not sell But you sell the idea of
Food Tasty & healthy meals
Clothes Attractive appearance
Books Information
Your ticket Enjoyment and fun
Computer Management & control
Blanket Warmth
Furniture Comfortable home

29. Practice Session – Products
 It causes acid suppression
(F)
 This promotion will lead to increased business results
(B)
 It consists of a full range of dosages forms
(F)
 The slow – release form improves patient compliance
(B)

30. Practice Session – Products
 It is highly recommended by Prof. Hassan Hosny
(B)
 Your product has a pleasant taste
(F)
 It works within 10 minutes
(F)
 This product can administered once daily
(B)

31. Thanks