Make sales recommendations

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Slides to accompany a bite-size training session on making recommendations to customers in a sales situation. Full training materials including Session Leaders Notes, Delegate Workbook and any …

Slides to accompany a bite-size training session on making recommendations to customers in a sales situation. Full training materials including Session Leaders Notes, Delegate Workbook and any Activity handouts can be purchased licence-free from http://www.power-hour.co.uk/trainingmaterialsshop. Prices start from £30 + VAT

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  • 1. Make Sales Recommendations Http://www.power-hour.co.uk – Bite Size Training Materials Make Recommendations
  • 2. Make Sales Recommendations Http://www.power-hour.co.uk – Bite Size Training Materials 2012 By the end of the Power Hour you will be able to: • Explain why we should recommend and demonstrate as part of the sales process • Use features and benefits to help a customer to understand what a product or service will do for them • Structure your presentation to communicate key points effectively
  • 3. Make Sales Recommendations Http://www.power-hour.co.uk – Bite Size Training Materials 2012 FABs Customers don't buy features, they don't even buy the advantages - what they buy is what the product's features and advantages will do for them, which in sales language is called the benefit. • A feature is a characteristic of a product or service • A benefit is what the feature will do for you The simplest way to explain the features and benefits of your product or service is to say “This product/service has …which means that…”
  • 4. Make Sales Recommendations Http://www.power-hour.co.uk – Bite Size Training Materials 2012 Structuring your Recommendation • What the current situation is Position • What problems/ opportunities this provides Options • What you recommend should be done Proposal
  • 5. Make Sales Recommendations Http://www.power-hour.co.uk – Bite Size Training Materials 2012 Structuring your Recommendation • What the current situation is Situation • What problems this causes now, or may in the future Problem • What may happen if no action is taken Implications • What you recommend should be done Proposal
  • 6. Make Sales Recommendations Http://www.power-hour.co.uk – Bite Size Training Materials 2012 Logic and Emotion • People tend to buy on emotion, rather than logic. Although (as a rule), men will follow a more logical path towards the purchase than women, the final decision for both sexes will nearly always be an emotional one. • You must tap into this emotion early and rather than just concentrating upon the features that might suit the customer, find out how they feel about certain things.
  • 7. Make Sales Recommendations Http://www.power-hour.co.uk – Bite Size Training MaterialsTrain the Trainer Oct 2011 Logic and Emotion Appealing to LOGIC • Highlight exactly which needs specific features meet, or the problems they solve. • Refer back to specific requirements that the customer has highlighted, and show how your product/service meets them. • Ask them what they think about the product/service • Check that you have answered all of their questions Appealing to EMOTION • Paint a word picture to help the customer to visualise themselves using the product or service • Reflect back some of the benefits that they have identified themselves • Ask them how they feel about the product/service, and engage them in sharing their vision • The more real you can make it, the more compelling it will be
  • 8. Make Sales Recommendations Http://www.power-hour.co.uk – Bite Size Training Materials 2012 Make it Work at Work What are you going to DO as a result of this Power Hour Session?
  • 9. Make Sales Recommendations Http://www.power-hour.co.uk – Bite Size Training Materials 2012 These slides have been produced as an optional resource to support a Bite-Size Training session on this subject. A full set of materials, including detailed Session Leader’s Guide, Delegate Workbook and supporting activities can be purchased from our Training Shop Our Training materials are licence-free, but are for use by the purchaser only. They CANNOT be passed or sold on.