In Selling the wheel Captain and Crew is one of the different sales strategies a company can deploy.
The Captain and his Crew
| Type
|
Description
|
| Character
|
Upbeat, Outgoing, Happy go lucky, Just average folks, similar to the customer
|
| Major drives
|
Satisfied with making a decent living, Not an overachiever, Works to make the money to have fun on days off.
|
| Important skills
|
All aspects of customer service. Must be able to handle 'social fatigue' so as to withstand constant contact with the public.
|
Marketing
| Ideal company to image
|
Thrifty. Efficient/ Offering quality at an unbeatable low price. Universal Locations
|
| To generate sales leads
|
Offer free product trials. Advertise. Use coupons and other price incentives. Deep discount grand openings
|
| Qualifying customers
|
Got a credit card? C'mon in!
|
Getting the sale
| Sales Presentation
|
Simple and short. An explanation of the features and options. The more skilled salespeople are able to highlight aspects of importance to the typical customer
|
| Typical Objections
|
Is this the cheapest price? What happens if there is a problem after the sale?
|
| Resolve by
|
Offering to meet or beat the competitors price. Offer money back guarantees.
|
| Closing
|
Help the customer feel comfortable by the decision to buy. Empathize return policies. Price protection. Highlight reasons for the customer to buy. Make checkout easy.
|
This sales strategy works best in the Maturity phase of the Maturity phases in a product's life cycle.
