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Selling Techniques Making It Happen презентация
Содержание
- 1. Selling Techniques Making It Happen
- 2. Individual Purchase Process Love Consideration Shopping Intention Buying Awareness
- 3. What Is Selling? The face to face
- 4. What Do Customers Care About? THEMSELVES!! Wants, Needs, Desires
- 5. What Do They Buy? SOLUTIONS!!
- 6. What You Should Know About Your Customers
- 7. The Value Equation Value = Benefit/Cost
- 8. Before You Do Anything Else… Sell yourself
- 9. Getting In Position to Sell Target your
- 10. Prepare for the Sales Call Package yourself
- 11. The Sales Presentation Approach Present Objections Negotiations Close
- 12. The Approach Eliminate possible distractions Lead with
- 13. The Body of the Presentation Use all
- 14. Objections-Your Best Friend Objections are the client
- 15. Negotiation End body of presentation with trial
- 16. Close Either/or— ”would you like delivery on
- 17. Important Tips Listen—listen more than you talk
- 18. Follow-up Sold: Thank Restate terms etc You’ll
- 19. Keep Records Follow-up consistently Keep a tickler
- 20. Keeping Your Customers Never take them for
- 21. Customer Service Answer the phone No voice
- 22. Handling Complaints Don’t argue Apologize even if
- 23. The Three Most Common Sales Mistakes Not
- 24. Questions and Answers Want to get specific
Individual Purchase Process Love Consideration Shopping Intention Buying Awareness
Слайд 3What Is Selling?
The face to face meeting with your prospect at
the Intention or Buying level
Getting there—right place, right time, right person
Getting there—right place, right time, right person
Слайд 6What You Should Know About Your Customers
Target – Who are they
– decision maker?
Needs, Wants – What do you need to solve?
Value Perception – Their perceived value equation.
Needs, Wants – What do you need to solve?
Value Perception – Their perceived value equation.
Слайд 8Before You Do Anything Else…
Sell yourself
Know your product
Know the value equation
Know
your competition
Know why your customer should buy from you instead of your competition
Know why your customer should buy from you instead of your competition
Слайд 9Getting In Position to Sell
Target your customer
Know who is the decision
maker
Execute your plan consistently
If you can’t/won’t do it, hire it done
Execute your plan consistently
If you can’t/won’t do it, hire it done
Слайд 12The Approach
Eliminate possible distractions
Lead with a question to involve client-and don’t
say “how are you?”
State the purpose of call in terms of your customers need
Get agreement on the need
State the purpose of call in terms of your customers need
Get agreement on the need
Слайд 13The Body of the Presentation
Use all senses possible
Be aware of clues—body
language, questions, etc
Sell benefits not features
Make it logical and end by filling the need
Sell benefits not features
Make it logical and end by filling the need
Слайд 14Objections-Your Best Friend
Objections are the client telling you how to sell
them
Restate the objection
Answer in terms of your product’s benefits
Move on
Restate the objection
Answer in terms of your product’s benefits
Move on
Слайд 15Negotiation
End body of presentation with trial close
If you get a “yes”--stop
selling and start writing
If you get a “no” ask “why not”
Answer objection, negotiate, and trial close again
If you get a “no” ask “why not”
Answer objection, negotiate, and trial close again
Слайд 16Close
Either/or— ”would you like delivery on Friday or next Monday”?
“Is that
the only thing that is stopping you from buying”?
Always, always ask for the order
Always, always ask for the order
Слайд 17Important Tips
Listen—listen more than you talk
Never, never talk over the
client-listen to what he says
Control the flow
Always ask for the order - if you do nothing else ask for the order
Ask for referrals
Control the flow
Always ask for the order - if you do nothing else ask for the order
Ask for referrals
Слайд 18Follow-up
Sold:
Thank
Restate terms etc
You’ll stay in the loop
Didn’t sell:
Thank
Restate need and feature/benefit
Leave
a way back in
Слайд 19Keep Records
Follow-up consistently
Keep a tickler file
Keep your promised dates
Send correspondence about
solutions to their problems
Follow-up, follow-up, follow-up
Follow-up, follow-up, follow-up
Слайд 20Keeping Your Customers
Never take them for granted
Stay in touch
Stress benefits of
your product
Ask them if they are happy—if not, FIX IT NOW
Ask them if they are happy—if not, FIX IT NOW
Слайд 21Customer Service
Answer the phone
No voice menus--no lengthy holds
Resolve problems now
Honor your
time frames
Complaints are your friend—you get to show how good you really are
Complaints are your friend—you get to show how good you really are
Слайд 22Handling Complaints
Don’t argue
Apologize even if you’re not wrong
Restate problem
Give time frame
to resolution
If you can’t meet time, call and extend
Let them know you care and that you are involved
If you can’t meet time, call and extend
Let them know you care and that you are involved
Слайд 23The Three Most Common Sales Mistakes
Not listening to the buyer
Not asking
for the order
Forgetting to sell existing customers
Forgetting to sell existing customers
Слайд 24Questions and Answers
Want to get specific about solutions to your selling
challenges?
Call SCORE at 714-550-7369 for a no-charge counseling session
Visit our local web site www.score114.org
Visit our national web site www.score.org
Call SCORE at 714-550-7369 for a no-charge counseling session
Visit our local web site www.score114.org
Visit our national web site www.score.org
