Information
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Document No.
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Audit Title : Name of Accompanied Person
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Name of Accompanied
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Name of Coach
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Conducted on
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Location
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Accompaniment Environment
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Date of Last Accompaniment
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Action Points/ Development needs brought forward
1). PLANNING
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Activity is planned in advance of any customer contact.
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Comment
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Knowledge is up to date (product,consumer,category and/or market)
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Comment
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Marketing activity is reviewed I.e. any promotions or product offers
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Comment
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Consideration is given to potential competition I.e. their product, market position and USP's
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Comment
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Clear 'sales' objectives are established including your question set
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Comment
2). ESTABLISH THE NEED
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Trust and Credibility are established
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Comment
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Structured questioning is used to understand the customers requirements
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Comment
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A record of the key information from the customer interaction is taken
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Comment
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Key parameters regarding any potential solution are identified I.e. product quality, timescales, support
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Comment
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Customers decision making process is understood I.e. who is decision maker, quality or price etc
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Comment
3). THE BIG IDEA
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Review outputs from Establishing the Need
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Comment
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Consider the range of solution options I.e. ideal world solution
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Comment
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Construct the solution based on key parameters and decision making process
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Comment
4). OBJECTION HANDLING & NEGOTIATION
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Aim for a Win:Win outcome
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Comment
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Understand your customer: be patient, avoid confrontation
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Comment
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Ask questions to validate your customers viewpoint
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Comment
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Only negotiate with those who are able to negotiate with you
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Comment
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Maximise the value of your solution and any concessions
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Comment
5). NEXT STEPS
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Summarise and Close the sale
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Comments
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Agree the importance of future contact strategy
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Comments
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Establish two joint objectives for next contact
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Comments
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Outline final stages of product production / delivery etc
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Comments
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Raise awareness of other relevant products and/or services they can access via AN
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Comments
Action Points/Development Needs Identified
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Comments
Accompaniment Review
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Comments
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Signature
