Selling Techniques Making It Happen презентация

Individual Purchase Process
Love
Consideration
Shopping
Intention
Buying
Awareness

What Is Selling?
The face to face meeting with your prospect at the Intention or Buying level
Getting there—right place, right time, right person

What Do Customers Care About?
THEMSELVES!!
Wants, Needs, Desires

What Do They Buy?
SOLUTIONS!!

What 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.

The Value Equation
Value = Benefit/Cost

Before 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

Getting 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

Prepare for the Sales Call
Package yourself
No negatives
Research client
Be on time
Be observant

The Sales Presentation
Approach
Present
Objections
Negotiations
Close

The 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

The 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

Objections-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

Negotiation
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

Close
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

Important 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

Follow-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

Keep 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

Keeping 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

Customer 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

Handling 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

The Three Most Common Sales Mistakes
Not listening to the buyer
Not asking for the order
Forgetting to sell existing customers