Theresa ShankDean of Continuing Education and Community Services                     Hagerstown Community College
   Develop strategies to improve sales    productivity    ◦ Sell with :      more confidence      More competence     ...
   15% of the reason we are successful is due to    technical skills   85% of your success is dependent upon how    well...
   Selling is a process not an event   You make more money solving problems that    you do by selling products   Custom...
http://www.youtube.com/watch?v=64cj7Q9c_YA&feature=related
◦ A need◦ The resources to pay◦ A sense of urgency◦ The authority to make decisions
◦ Gathering information◦ Set objective of sales call◦ Visualize the meeting and anticipate questions◦ How does your custom...
Conscientiousness       Dominant  Cautious              Tends to take charge  Reserved                Wants to make the   ...
Style           Strengths            Weaknesses                NeedsDominance       •   Problem Solver   •   Finds Fault  ...
       Dominant style                     •   Be direct                     •   Be concise and to the point              ...
       Steadiness    •   Earn their trust    •   Slow and easy    •   Answer all questions    •   Reassure               ...
   Feature: A part or characteristic of your    product or service   Function: the act the feature performs for the    u...
   The bridge statement prepares your prospect    to interpret the value of your product or    service   Examples:    ◦ ...
   Product: Model 330 copier   Feature: Duplex feature   Function: Allows you to copy on both sides by    pressing only...
 Think: what is the objective of the call? Relate- build trust; focus on customer Uncover needs: ask appropriate questi...
   Misunderstanding: Clarify   True Disadvantage: Overcome with benefits
Step        Purpose                HowListen      Hear the objection     Listen for the wording,                          ...
It’s not in the                        budget                                      I need to think it                     ...
   Closing the sale              ASK FOR THE BUSINESS!
Theresa ShankHagerstown Community CollegeContinuing Education and Community Services240-500-2476tmshank@hagerstowncc.edu
Upcoming SlideShare
Loading in...5
×

Shank, theresa sales

284

Published on

Published in: Technology, Business
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total Views
284
On Slideshare
0
From Embeds
0
Number of Embeds
0
Actions
Shares
0
Downloads
1
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

Shank, theresa sales

  1. 1. Theresa ShankDean of Continuing Education and Community Services Hagerstown Community College
  2. 2.  Develop strategies to improve sales productivity ◦ Sell with :  more confidence  More competence  More comfort
  3. 3.  15% of the reason we are successful is due to technical skills 85% of your success is dependent upon how well you interact with people
  4. 4.  Selling is a process not an event You make more money solving problems that you do by selling products Customers purchase for their reasons not yours Customer don’t buy your products but what your products and services will do for them
  5. 5. http://www.youtube.com/watch?v=64cj7Q9c_YA&feature=related
  6. 6. ◦ A need◦ The resources to pay◦ A sense of urgency◦ The authority to make decisions
  7. 7. ◦ Gathering information◦ Set objective of sales call◦ Visualize the meeting and anticipate questions◦ How does your customer want to be treated?
  8. 8. Conscientiousness Dominant Cautious Tends to take charge Reserved Wants to make the rules High Standards Restless/lacks Procrastinator patience Decisive Loud Is competitive Steadiness InfluenceFriendly OutgoingAppears easygoing EnthusiasticTactful PersuasiveNeeds time to decide Sense of HumorDemonstrates patience Casual Lack of follow through
  9. 9. Style Strengths Weaknesses NeedsDominance • Problem Solver • Finds Fault • Control • Decision Maker • Lacks Caution • Authority • Goal Achiever • Runs Over People • PrestigeInfluence • Communicator • Time Control • Recognition • Participator • Follow through • Acceptance • Good finder • Lack of Objectivity • To TalkSteadiness • Loyal • Overly Possessive • Appreciation • Listener • Avoids Risks • Security • Patient • Avoids Conflict • Time to decideConscientious • Analyzer • Rigid • Quality Work • Accurate • Procrastinator • Structure • High Standards • Overly Critical • Facts
  10. 10.  Dominant style • Be direct • Be concise and to the point • Answer “what” not “how” • Bottom line Influencing • Socialize • Show excitement • Spare the details • Follow up
  11. 11.  Steadiness • Earn their trust • Slow and easy • Answer all questions • Reassure  Conscientious • Proof and testimonials • Prepared and structured • Answer “how” • Address disadvantages early
  12. 12.  Feature: A part or characteristic of your product or service Function: the act the feature performs for the user (What the feature does) Benefit: the value and advantage to the customer in using the feature and function
  13. 13.  The bridge statement prepares your prospect to interpret the value of your product or service Examples: ◦ What this means to you….. ◦ The benefit to you is.. ◦ You will like this because…..
  14. 14.  Product: Model 330 copier Feature: Duplex feature Function: Allows you to copy on both sides by pressing only one button Bridge: The benefit to you… Benefit: The ease of your staff using this feature, the saving in time and the saving in paper expense
  15. 15.  Think: what is the objective of the call? Relate- build trust; focus on customer Uncover needs: ask appropriate questions Sell the solution: features, function, BENEFITS Take action: close sale, ask for order
  16. 16.  Misunderstanding: Clarify True Disadvantage: Overcome with benefits
  17. 17. Step Purpose HowListen Hear the objection Listen for the wording, the intent and the emotionQuestion Identify and Question the stated understand the real, objection using open valid, objection ended questionsEmpathize Show you are Empathize with the genuinely interested prospectTest Determine if the Use the suppose test objection is true or false Feel, Felt, Found
  18. 18. It’s not in the budget I need to think it overYour price is too high
  19. 19.  Closing the sale ASK FOR THE BUSINESS!
  20. 20. Theresa ShankHagerstown Community CollegeContinuing Education and Community Services240-500-2476tmshank@hagerstowncc.edu
  1. A particular slide catching your eye?

    Clipping is a handy way to collect important slides you want to go back to later.

×