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Turnovers – Part Four
posted: Friday, June 10, 2011
You've decided it is time to turn your sale over, when to do it, and to whom you want to turn it over. The only thing remaining is how to effectively turn over a sale. We will discuss two types of turnovers - Technical and Formal.
The Technical turnover is simply the act of bringing in another salesperson that has more expertise on a particular product. You can either turn the sale over completely, or you can continue the sale yourself after getting the advice needed. It is best to develop a strategy beforehand so you both know how it is going to go.
The steps to a Technical Turnover:
FINAO - Brad Huisken
The Technical turnover is simply the act of bringing in another salesperson that has more expertise on a particular product. You can either turn the sale over completely, or you can continue the sale yourself after getting the advice needed. It is best to develop a strategy beforehand so you both know how it is going to go.
The steps to a Technical Turnover:
- Let the prospect know that you are going to get someone to answer their questions.
- Introduce the person by name.
- Review your prospect's question(s) with the expert.
- Either excuse yourself and leave if the expert is completely taking over or tell the expert, "Thank You" to indicate that you are remaining with the prospect.
- Excuse yourself from the prospect only if absolutely necessary. I would rather you signal another person.
- Introduce the other person by name and justification (i.e. to get a women's opinion, we work opposite schedules, etc.)
- Follow the four criteria for a turnover. 1) the reason for the turnover 2) the objection the customer gave 3) the price whether you have talked about it or not 4) an opportunity for a non-business conversation.
- Let your prospect know that they are in good hands and excuse yourself from the prospect.
FINAO - Brad Huisken
