The sales cycle

On the next six pages, we present extracts with key phrases and expressions you can use to improve your selling techniques.

1. A good plan

John: So, Terry, are you happy with the way we’ve divided up the sales territory?

Terry: Yes, very much so. Most of my client base is now reachable within a two-hour drive, which means I can visit more prospects in a day.

John: Perfect! OK, so what’s the plan for this week?

Terry: I’ve set up meetings with three quality leads from marketing. And a couple of repeat buyers. Actually, I wanted to talk to you about one of them. They’re particularly price-sensitive. How much of a price reduction can we offer on the new portfolio?

John: If they meet our revenue targets, we can go as high as 30 per cent.

Terry: Good, that should do it.

2. Help is here

John: How much success have you had with our software?

Terry: It’s not always easy. The buyers are sometimes hesitant to make such a drastic change.

John: You need to remind them that our program is designed specifically to simplify the order process. And it’s user-friendly.

Terry: Sometimes, they need to see it to believe it.

John: If preferred, we can arrange a free trial. We need to close the deal.

3. First meeting

Terry: Hi, I’m Terry May from Sanhealth. I have an appointment with Sam King.

Sam: That’s me. Pleased to meet you.

Terry: Nice to meet you, too, Ms King.

Sam: Just Sam is fine, Terry.

Terry: Sam, thanks for agreeing to meet me today.

Sam: You’re welcome. I’m expecting an interesting proposal. I can give you an hour of my time.

Terry: We won’t need any more than that.

4. Getting started

Terry: Would you mind if I asked you a few questions to get started? Sam: No, not at all.

Terry: How long have you had the business?

Sam: About two years now. We opened in spring.

Terry: How’s business right now? Sam: Good. It was better a year ago.

Terry: Could you be more specific? Sam: Competition is strong.

Terry: Can you tell me more about that?

Sam: Small independent pharmacies like mine are finding it increasingly hard to compete on price. A new health food store has hurt sales. We’re not selling as many supplements as we used to.