I once had a sales coach that taught me a method to base customers visit or sales calls on. He called it the 0.5 – 5.0 method and it works so that you follow a scheme to eventually get an acceptance, for example on an order. Subsequently you continue with conducting a needs assessment or a presentation of the company and the products.
0.5 Waking the interest – Have you ever had this problem with…?
1.0 Aim and objective – Then I have this solution for you.
2.0 General problem picture in third person – I’m often in contact with customers who have a demand for…
3.0 Our solution, the product – For these type of customers we have this solution…
4.0 References – Our customers are…and for them it is important that…
5.0 Acceptance question – Is this important for you, too?
The method is off cause not applicable to all customer situations. Sometimes for example, only 2.0 – 5.0 are applicable to the situation. As my sales coach pointed out “our customer shall enjoy doing business with us, not only meet with us”.
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