Title Page
Information
Assessor
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Sales Person
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Division/Zone
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Pre Roadride 6x6 selling tools checked?
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Achievement of specific objectives from previos visit /remark
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6x6 Step1- Planning and Preparation
6x6 Step1 Planning anf Preparation
Gather and stdy prospect / customer information profile (including competitors analysis)
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Review your customer record / setting SMART TARGET objectives for each visit
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Prepared , checked and organize your selling tools in you sales bag
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Plan an efficient daily route
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Pre-survey to seek opportunity (especially Hy Sales)
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6x6 Step2 - Opening
6x6 Step2 - Opening
Ensure both you and customers are setting down in the right position to create friendly environment
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Create good first impression with customers
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Do in brief introduction with sales presenter show RI branding and get customers' interest
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Point out the benefit of the meeting and customer to agree to it
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6x6 Step3 - Probing
6x6 Step3 - Probing
Probing with visual kits, especially Sales Presenter
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Do take note during the call to show respect and commitment
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Ask more open questions to identify and understand customers' need
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Do the survey at the right time & make judgement if the customer is to join or not
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6x6 Step4 - Presentation
6x6 Step4 - Presentation
Always use your Sales Presenter to manage presentation
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Summarize and feedback the survey finding to build up and create customer's needs
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Present your solution with FAB, not just product / service
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Handling any price objection to the customer with Proposition Sheet to present your added value solutions
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Highlight and emphasize our solution and Service Differentiation
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6x6 Step5 - Closing
6x6 Step5 Closing
Identify any buying signal and closing it on time
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Summarize and confirm the agreed follow up action
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List down and say out one more time the Agreements & Commitments
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Say Thank you to customer
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Ask for referrals
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6x6 Step6 - Review & Follow up
6x6 Step6 - Review a& Follow up
Ensure the right execution of the agreed deal/ action by giving the proper briefing to relevant functions/ Departments
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Ready for the next call (set next call objectives and review ABC classification)
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Self review of the visit using 6x6 Sales Model
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Comments/ Future Objectives/ Room for Improvement
Assesser comments
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Specific Objectives moving forward
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Rooms for Improvement
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Assessor signature & designation
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Sales Person signature & designation
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