6. The New Model of Selling
New Model of Selling
Finding out what is really
40%
important to the client
Proving you are
30%
capable
Finding a
20%
good fit
Helping the
buyer decide 10%
7. Professional Questioning
Open questions What. . . How. . .
Closed questions
What does he/she care about?
Spot the emotion
Data
How does it affect you?
How do you feel about it?
Re-cap
8. Fundamental Benefits
Stick component
It saves you worry
It saves you time
It saves you money
It saves hassle
Carrot component
It makes you feel good
Greed
Pride
9.
10. Prospecting
Suspects
Prospects
Proposals
Prospecting
It’s a process of filtering and Orders
concentration to find the ounce
of gold in a ton of mud.
11. The Prospecting Spectrum
The prospecting Zone
order taking Selling
YES M A Y B E NO
"How did you know "We don't want it,
need it, like it
we were looking?" and we can't afford it."
Degree of Rejection
None Low Medium Strong Total
12. The salesman’s day
Driving in the car
42%
Lunch 13%
Interruptions, Phone calls 11%
Small talk 8%
Meetings 7%
Planning 7%
Emails & Internet 6%
Selling or Negotiation 6%
13. The basics
Make more contacts – measure them.
Find out what is on the customer’s mind by asking
good questions and listening attentively to the
answers.
Tell the customer how you can help him achieve
what he wants.
Create Confidence
Ask for the order.