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Unformatted text preview: Professional Selling
Winning the Sales in the Business Battle Field !!! Introduction of Sales
The essential point of any transaction is that it is an agreement between a buyer and a seller to exchange values for their mutual profit A sale is … an honest exchange of values for mutual benefit The Way People Behave
Making a Contribution Through a Positive Making SELF-IMAGE Showing Consideration by Adjusting to Showing Various BEHAVIORAL STYLES, and Committing Yourself to Understanding the Committing Prospect’s needs and MOTIVATION Three Basic Principles of Selling
Make a Make Contribution Be Considerate Be of the Customer Meet All Your Meet Commitment Product Knowledge Understand End User Needs Focus All Resources Polite/On Time Customer Requirement Respect Confidences Keep Appointments Call Back with Promised Call Information Information Follow up / Status Updated Knowledge
Application / Specification Application Industry Industry Products Products Competition Competition Company Strategy Company Preparation
Pre-call Organization Strategy and Objectives Look Ahead Reference Sells AIDS (Attention/Interest/Desire/Sell) / Dressing Selling 5 Steps
Contact Qualify Investigate Present Close Selling 5 Steps
Contact – Insert yourself into the buying
contact with the prospect cycle when you make Qualify – To gather general information to insure that the efforts
invested in the prospect have some potential of resulting in a sale Investigate – Diagnose the prospect’s needs in order to recommend a
credible solution Present – Present a solution to the prospect’s needs Close – Gain a commitment from the prospect to take the next step in
the sales process. The final close is for the purchase of product or service Contact Steps
Professional Opening Professional Introduce Yourself and Company Introduce State Reason for Your Visit State Obtain Attention and Interest Obtain Create Interest and Needs Create Establish Rapport and Trust Establish Qualify
Funds Funds Timing Timing Determine Wants Determine and Needs (Can our (Can
product meet the requirement?) Questioning Skill Questioning Listening Skill Listening Avoid Buzz Words Avoid Seeking Agreement Seeking Organization Organization Summary and Close Summary Key Man Key Generate Generate Alternatives Investigate
Buying Organization Buying Buying Influence Buying Buyer Mode Buyer Win Result Win Competitor Proposal Competitor Competitor Coverage Competitor Build up Coach Build Questioning Skill Questioning Listening Skill Listening Avoid Buzz Words Avoid Seeking Agreement Seeking Organization Organization Summary and Close Summary Investigate
Establish a Consultant Relationship Establish Rule for Asking Questions Rule
Start with broad topics and narrow down Start Avoid Buzz Words Avoid Discuss One Idea at a Time Discuss Keep the Questions Focused Keep Keep the Questions Nonthreatening Keep Explain Why You Are Asking the Questions Explain Ask about General Benefits Sought Ask Open-end and Close-end Question Open F. A. B.
Feature: Feature: A Fact about a Product or Service That Is Present in Service Its Design Its What the Feature Does How the Feature Satisfies the Prospect’s Needs Advantage: Advantage: Benefit: Benefit: Present
Opening Opening Objective and Strategy Objective F. A. B. F. Objection Identify Objection Objection Handling Skill Objection Presentation
Tailor the Presentation to Your Prospect’s Needs Tailor Reinforce Your Prospect’s Desire for Your Product Reinforce Get Your Prospect Involved Get Show the Benefits Your Product Will Bring to Your Show Prospect’s Organization Demonstrate the Solution to Your Prospect’s Problem Demonstrate Be Enthusiastic Be Implement FAB Formula Implement Handle Objections Skillfully Handle Close
Assist the Customer to Decide Assist The Assumptive Close The The Recommendation Close The The Objective Close The Closing with a Committee Closing Balance of Assertiveness and Passiveness Balance Close When You Sense
The Prospect Agrees with What You Say The The Product Satisfies the Application The The Prospect Understands He Will The Benefit from Owning the Product and and You Believe He Should Buy It You Real Reason for Losing Sales
Didn’t Qualify the Prospect Didn Lack of Reference Sell Lack Weak of Company Image Weak Professional Sales
Knowledge Knowledge Well Organized Well Confidence / Positive Confidence Effectiveness / Communication Effectiveness Excellent Credit / Initiative / Responsive Excellent Win Personality / Determination Win
Winners Just Barely Win –But They Consistently Win Losers Just Barely Lose –But They Consistently Lose The Difference Between Winning and Losing Is Very, Very, Small!! ...
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This note was uploaded on 12/10/2009 for the course -2 FSA taught by Professor Yehuda during the Spring '09 term at Cornell.
- Spring '09