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Cullinan Group Sales Process

PREPARATION APPROACH OPENING PRESENTATION CLOSING FOLLOW-UP


PREPARATION
Products Who bought the Identify brands

COMPETITORS
PROSPECTING
REVIEW

Price past 12 months within my mall


Promotions Who has not Research their
visited over the promotions
Displays past 12 months Research their
Availability Who has new offers and
inquired the products
past 3 / 6 / 12 /
24
Preparation: Quiz
PREPARATION - Review
Products

PRICE/PROMOS

DISPLAY/AVAILABILITY
What are my What is the SRP? Know my display
available Is it included in well
products? the promotions? Place best sellers
How many pieces What are the at the back
do I have? payment plans? Know when there
What are their will be a
unique selling replenishment
points?
What need does it
fill for my
customer?
PREPARATION - Prospecting

“ Make your prospects feel secure”


PREPARATION - Prospecting
Last
Customer Attending Date of Brand Item Inquired (indicate Date of last Action
# Store Name Staff Visit Inquired model # and description) update Plan
Advise
January 3, shipment
1 TMS Liza Soberano Sheila D. 2019 TM 116001 – Cruise 20 Years January 31, 2019 schedule
2
3
4
5
6
7
8
9
10

Integrate into the DOR under (SMS/Calls)

1) Make enough prospects / calls / inquiries


2) Be as effective on every chance
3) Make mental notes
PREPARATION - Prospecting

Assignment: Next Store Heads


meeting, prepare a list of Top 10
prospects and why you chose
them.
APPROACH
• Greet within the first 10 seconds
• Look presentable at all times
• Formulate a personal “unique greeting”
• SMS / Calls
• Don’t just push a product or promo
• Establish a relationship by asking about the last
purchase
• Remember the following: birthdays, anniversary, last
purchase date for personalised greetings
APPROACH

Activity: Formulate my store’s


unique greeting.
OPENING

TRUE OF FALSE: SALESPEOPLE


ARE PROBLEM SOLVERS
OPENING
PROBE

Returning Client with


Is this your first
Returning MDPP no purchase from last
(Brand) purchase?
time

Show the last piece of


Welcome back
Yes: Explain the brand interest and update if
(NAME). Ask how you
and collections they are still keen to
can help this time.
purchase

Update on any
No: Introduce New Ask about the last
pending questions or
Arrivals purchase.
inquiry from last visit
OPENING

ACTIVITY: WHAT ARE THE TOP 3


REASONS FOR NOT BUYING?
No NEED
“ People buy what they want when they want
it more than they want the money it costs”
No MONEY
“ Each close you use should be an
educational process by which you are able
to raise the value of the product or service
in the prospect’s mind”

VALUE = PRICE
No HURRY
This is the hardest to close among 5
common reasons. We need to create an
urgency (now or never) or to give an
alternative date if not today.
No DESIRE

Believing in you product. If you don’t believe


in your product, how can we expect our
customers to buy?
No TRUST

71% of people who buy do so because they


like the sales person, trust them and
respects them
Assignment: Reading Handouts
Presentation – My Diamond Customer
Types
1. Focus on uniqueness and
1. Emphasize on the quality
limited availability of the
2. Explain after-sales service
products
for security
2. Focus on the 4C’s and impress
3. Differentiate My Diamond
on diamond knowledge
from other jewelry brands
3. Always upsell and show lower
4. Show classic designs
priced product for comparison
4. Sell on elite membership
program

1. Focus on the specific


1. Introduce the brand My requirement especially
Diamond, history and no. of timelines
branches 2. Focus on how this investment
2. Attract with promotions will last because of quality and
3. Sell on the investment on a workmanship
quality piece of jewelry 3. Do not compete on price and
focus on quality and the
strength of the brand
Presentation – Watches Customer
Types

Fashion Gentleman Newbie

Active Gifter The FAN


ASSIGNMENTS
1. Reading handouts, be prepared to share
next month on one closing technique you
used.
• Walk us through the 6 steps
2. Top 10 prospect list
• Share why you chose them
3. Train staff on formulating their different
approach
4. Be Prepared for Product Knowledge