Sales Process: Part 1

“Make a customer, not a sale.” – Katherine Barchetti

We are going to take you through the process of making a connection with your customer, and ultimately making a sale. Let’s dive in:

Step 1

• Introduce yourself as a rep for iKhokha
• Ask the person you’re speaking to for their name (using someone’s name builds connection)
• Confirm that you are speaking to the owner (NB: it’s very important that you speak with the owner as he/she is the key decision maker).

Note: we have a script you can learn and make your own, which we will share in the Sales Process: The Pitch.

Step 2

• Introduce iKhokha, briefly telling the customer what we do.
• Next, outline 3 topline benefits (sound excited about it, and it’s important to show that you believe this will add value to their business).  

Step 3

• Ask your customer whether they’re willing to participate in a business questionnaire (free of charge).
  • Why do we want to do this questionnaire? Because we want to ensure that we recommend the best iKhokha device to meet their needs.

Step 4

• Confirm the date, time and contact number. Also ask if anyone else should be included.  
• Add the appointment to the calendar immediately and send a confirmation to the customer (via sms or WhatsApp). 
• The objective is confirm an appointment to conduct a business audit.