BSBSLS404A - Secure Prospect Commitment
Posted on May 22, 2009 in the Uncategorized category |
Description
This unit describes the performance outcomes, skills and knowledge required to use sales processes associated with securing prospect commitment to proceed with a sale. No licensing, legislative, regulatory or certification requirements apply to this unit at the time of endorsement.
Unit Sector - No Sector Assigned
1. Respond to Buying Signals
Performance criteria:
1.1 Identify verbal and non-verbal buying signals
1.2 Assess verbal and non-verbal buying signals
1.3 Make a decision as to whether to respond to a buying signal by initiating close of sale
1.4 Utilise trial closes to assist the buyer to make decisions on minor points related to the product
1.5 Use trial closes strategically during different stages of the sales process
2. Negotiate the Sale
Performance criteria:
2.1 Initiate a formal close to the sales process following one or more trial closes
2.2 Negotiate conditions of the agreement
2.3 Assess a range of different strategies to close the sale
2.4 Select a strategy to close the sale 2.5 Utilise supportive and confirming language to support the closure of the sales process
2.6 Describe and demonstrate options for simple sales transactions to match specified situations
2.7 Respond to the prospect’s decision to purchase in an assertive manner
3. Finalise the Agreement
Performance criteria:
3.1 Outline a summary of the agreement to the buyer
3.2 Confirm the buyer’s decision
3.3 Ensure process and completion of the sales transaction comply with organisational requirements
3.4 Prepare and complete sales document
3.5 Ensure advice on financing arrangements is accurate, matches the client’s financial situation, and complies with organisational requirements
3.6 Identify and present cross selling opportunities to the buyer
3.7 Express a desire to continue the sales relationship and conduct future sales transactioons
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