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M.A.T.C.H. an acronym for Motivate, Ask Questions, Tailor Solutions, Close, and Handle Objections. M.A.T.C.H. an acronym for Motivate, Ask Questions, Tailor Solutions, Close, Handle Objections. Motivate the buyer. How often do we apply our trade and how repetitive does it become? It is thought that most buyers get approximately 30 sales calls per day making them very proficient at handling them. So what makes YOUR call stand out from the rest? This technique works on many different levels for example, Motivate covers 'the opening of a telemarketing call, through to complex benefit-lead statements'. Ask questions. The most important element of the sales process. Most sales people believe this occurs on a regular basis, yet when tested found most will always be in what we refer to as, the "presentation" mode. Some sales people are only concerned with what they can tell the buyer. This can only work if the buyer can match their needs against what they are being told. Its far easier to discover in detail their needs, why and how it will benefit them, their business and their function. Once achieved the percentage of sales 'closed' increases dramatically. M.A.T.C.H. will show how to achieve this within any sales situation. Tailor solutions. This is a great approach as you can apply this process to any set of products or services. It is specific to what you are selling. However, the great advantage with this technique is that through the questioning element, you establish that you are talking to a 'real' opportunity and not just trying to increase your call times or your appointment ratios. This in turn will increase the sales > close ratios. Close. 85% of lost sales are due to two reasons. Too much time is spent in your car and not asking for the sale. (The source of this information was taken from a national survey.) The first of these relates to time management and whilst M.A.T.C.H. does not cover this off in detail there are simple steps to take to help manage time more effectively. M.A.T.C.H. will show there is a far simpler, non-aggressive way to 'closing'. In fact it becomes more of a 'natural' conclusion. M.A.T.C.H. gives the seller a great deal of confidence, in turn giving the buyer that same confidence. Handle objections. This NEVER comes at the end of the process - we cover it now simply because this is the point it appears in the word M.A.T.C.H. !!!! Handling objections is covered in a way where we help the seller identify an objection when it occurs, deal with it in a professional manner, close the problem and move on to selling. So often sales people ignore the obvious signs of an objection and in most cases hope that is will 'go away'. Well they don't and generally re-appear when you are trying to 'close', therefore strengthening the argument not to buy! M.A.T.C.H. will show how and why we deal with them immediately. This will improve the process and in turn increasing the close. All the above and more will be covered in detail before any of our candidates are introduced to your. If however, you like to specific elements of yours products, services or processes to be included in the training we have the perfect opportunity to deliver those messages, therefore creating bespoke staff for your business. M.A.T.C.H. |
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Courses now available:- 5 Day courses 7th & 21st May Evening courses 8th, 9th and 10th May 23rd, 24th and 25th May Weekend courses 12th and 26th May Please call for more information about our next course. Call FREE PHONE 0800 434 6224 | ||
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We currently have vacancies for Field sales (national) and telesales (Hampshire only). Call for more information. 0800 434 6224 | ||
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