BEFORE THE DEMONSTRATION

Appointment preparation is the key

The phone call to prepare for the appointment is no different from a sales talk at a trade fair, so you should not immediately offer the demonstration, but convince the customer by advantages and the quick payback period of the VITO to place his order already on the phone.

Sales on the phone save time and  money compared to demonstrations on site.

The main benefits of VITO

• Save up to 50% of your frying oil

• Ensure optimal quality of frying oil and fried food

• Less workload around the deep fryer

• Sustainable solution

• High safety at work

However, if a demonstration dappointment was made, optimal preparation for the date is half the battle! Therefore, it is important to think of the following points:

Collect information about the customer! (Website, social media & phone call or email traffic)

• Complete contact details of the customer

• Who is the decision maker and who will be participating on the demonstration appointment?

• What is the customer's main reason for buying? Why is the customer interested in VITO?

         (On this, of course, we also adjust our reasoning during the conversation)

Moreover:

• Number of fryers and capacity per basin

• What is fried? (Potato products, meat, ...)

• Which frying oil does the customer use and what is the price per liter?

• Does the customer use gas or electric fryers?

For ideal preparation use our form appointment preparation

Choosing the right VITO MODEL

Use the VITO Buyers Guide to select the right VITO model for the payback calculation.

• Never communicate "either / or", but give the customer a clear recommendation as to which model suits them:

✓ „For you, the VITO VM is a perfect fit.“
✗ „For you, either the VITO VM or the VITO VL could be suitable.“

• Tip: Use formulations as if it were already the customer's VITO:

✓ „With your VITO you save 2500€ worth of frying oil every year.“
✓ „The quality of your fried food is significantly improved by your VITO!“

The telephone conversation

• Aim of an appointment preparation: Selling the VITO on the phone. The customer must already be convinced enough on the phone that he is ready to buy.
  
  

If the customer still has doubts about a purchase after the advantages and the amortization calculation, an appointment is usually useless. The chance of a sale is already quite low.

Through the telephone conversation, the customer must be able to get a concrete picture of the VITO usage.

✓ „You place VITO directly into the hot deep fryer after service. Simply plug in and switch on!“ 

Also: Do not use the subjunctive. This subconsciously unsettles the customer.

Terms such as "possibly" or "perhaps" are not words for preparing an appointment or a sales talk.

Appointment planning

After successful preparation and scheduling:

• Send an appointment confirmation to all parties involved

• Ideal timing: approx. 1.5h per sales demo

• Insert into the CRM system

• Material preparation: Suitable demo unit (VM, VL or X - ideally in demo case), sales folder, completed form for appointment preparation

• Prepare an argumentation tailored to the customer (focused on the most important advantages for the customer)

• Prepare VITO clothing (chef's jacket, black trousers) - looks professional and you appear as an expert