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 SELF-IMAGE Showing Consideration by Adjusting to Showing Various BEHAVIORAL STYLES, and Various Committing Yourself to Understanding the Committing Prospect’s needs and MOTIVATION Prospect’s Three Basic Principles of Selling Make a Make Contribution Be Considerate of the Customer of Meet All Your Meet Commitment Product Knowledge Product Understand End User Needs Focus All Resources Polite/On Time Customer Requirement Respect Confidences Keep Appointments Keep Call Back with Promised Call Information Information Follow up / Status Updated Knowledge Application / Specification Industry Products Competition Company Strategy 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 Introduce Yourself and Company State Reason for Your Visit Obtain Attention and Interest Create Interest and Needs Establish Rapport and Trust Qualify Funds Timing Determine Wants Determine and Needs (Can our
product meet the requirement?) product Questioning Skill Listening Skill Avoid Buzz Words Seeking Agreement Organization Summary and Close Key Man Generate Generate Alternatives Alternatives Investigate Buying Organization Buying Influence Buyer Mode Win Result Competitor Proposal Competitor Coverage Build up Coach Questioning Skill Listening Skill Avoid Buzz Words Seeking Agreement Organization Summary and Close Investigate Establish a Consultant Relationship Rule for Asking Questions Start with broad topics and narrow down Start Avoid Buzz Words Discuss One Idea at a Time Keep the Questions Focused Keep the Questions Nonthreatening Explain Why You Are Asking the Questions Ask about General Benefits Sought Open-end and Close-end Question F. A. B. Feature: A Fact about a Product or Service That Is Present in Service Its Design Its What the Feature Does How the Feature Satisfies How the Prospect’s Needs the Advantage: Benefit: Present Opening Opening Objective and Strategy Objective F. A. B. 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 Get Your Prospect Involved Show the Benefits Your Product Will Bring to Your Show Prospect’s Organization Prospect’s Demonstrate the Solution to Your Prospect’s Problem Be Enthusiastic Implement FAB Formula Handle Objections Skillfully 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 Product Satisfies the Application 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 Lack of Reference Sell Weak of Company Image Professional Sales Knowledge Well Organized Confidence / Positive Effectiveness / Communication Excellent Credit / Initiative / Responsive Win Personality / Determination 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