5 Simple Steps to Influential Selling

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OVERVIEW:

Nowadays, people feel invaded when sales professionals try to ‘sell’ something to them. Closing techniques we’ve learned in the past have made the market weary of sales people. In this day and age, the market no longer wants to be sold to. They want to be free to make up their own minds. As such, sales professionals today can no longer 'trick' their clients with closing techniques.

It’s time for a new kind of selling... Influential selling!

Influential selling is about getting the client to want to buy from you because you’re you. It answers the age-old question: "Why buy from me?" It is a powerful method that makes the client feel empowered in their decision yet compelled to buy from you. It may not be magic, but it certainly feels that way.

Our Influential Selling course will teach both seasoned and new sales professionals how to how to bring the client to them instead of going to the client themselves. Influential selling employs concepts of personal marketing and combines these with tactical selling skills to increase sales success.

OBJECTIVES:

At the end of the seminar, the participants are expected to:
• Understand what influences buying decisions
• Create Customer-Centric strategies to attract their potential market
• Brand themselves effectively
• Know how to use questions to effectively influence the buyer

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5 Simple Steps to Influential Selling

  1. 1. copyright © 2014 by: boom san agustin simple steps to influential selling
  2. 2. have you ever had days whena sales person came to you looking…
  3. 3. likethis
  4. 4. but,in your mind, he looks…
  5. 5. likethis
  6. 6. you’re not the only one
  7. 7. today,we’ll try to save the reputation of thesales professional
  8. 8. first,let’s have an activity
  9. 9. activity birds of a feather
  10. 10. what did we learn fromthis activity
  11. 11. before we talkabout the 5 steps, let’s try to understandinfluence
  12. 12. understandinginfluence
  13. 13. so,what is influence
  14. 14. “” “” accordingto webster… influence is the power to cause changes without directly forcing them to happen
  15. 15. in sales, it means selling without selling
  16. 16. so,how does influencehappen
  17. 17. need more information about this course? info@ourknowledge.asia please contact
  18. 18. so, how do we apply this to selling
  19. 19. a short history of selling methods
  20. 20. in the old dayswe relied on…
  21. 21. the shotgunmethod
  22. 22. then, we evolved to…
  23. 23. the snipermethod
  24. 24. but, influential selling is about…
  25. 25. the fishingmethod
  26. 26. thefishing method explains influential selling in 5 simple steps…
  27. 27. influentialselling in five steps
  28. 28. knowyour fish step 1
  29. 29. this means knowyour customer
  30. 30. but whatdo we have to know
  31. 31. activity purchase an avenger
  32. 32. the instructionsare in your manual
  33. 33. what did we learn fromthis activity
  34. 34. influencersof customer behavior demographics psychographics culture socialnorms
  35. 35. need more information about this course? info@ourknowledge.asia please contact
  36. 36. now, for step 2…
  37. 37. knowwhere to findthem 2step
  38. 38. because of the internet many sales people are also delving into marketing
  39. 39. ask yourself…
  40. 40. where does my market hang out
  41. 41. are they on…
  42. 42. facebook
  43. 43. linkedin
  44. 44. twitter
  45. 45. youtube
  46. 46. the internet has become our equalizer
  47. 47. need more information about this course? info@ourknowledge.asia please contact
  48. 48. let’s move to step 3…
  49. 49. prepare your luresand gear step 3
  50. 50. so, what are your luresand gear
  51. 51. your gearrefers to…
  52. 52. the things you need to get the job done
  53. 53. so, does that mean your lures refer to your productsor services
  54. 54. your luresrefer to…
  55. 55. your personal brand
  56. 56. to understandyour brand…
  57. 57. need more information about this course? info@ourknowledge.asia please contact
  58. 58. now, it’s time for step 4…
  59. 59. patientlywait 4step
  60. 60. here’s something you probablydidn’t know…
  61. 61. patience is not passive
  62. 62. on the contrary…
  63. 63. patience is proactive
  64. 64. say what
  65. 65. need more information about this course? info@ourknowledge.asia please contact
  66. 66. the story of a salesman let me sharewith you
  67. 67. finally, we’ve reached step 5…
  68. 68. reelit in gently step 5
  69. 69. once you’re actually talking to the client, heor she has probably already made thedecision to buy
  70. 70. but…
  71. 71. you can’t just force the sale
  72. 72. let’s have an activity…
  73. 73. activity hearing it right
  74. 74. what did we learn fromthis activity
  75. 75. need more information about this course? info@ourknowledge.asia please contact
  76. 76. i leave you with this…
  77. 77. “” “” if you run after money, it runs away and hides. if you run after excellence, money runs after you. - boom san agustin
  78. 78. that was just a teaser for our module on dynamic public speaking
  79. 79. to find outmore about this course contactus here…
  80. 80. +63-917-593-1494 info@ourknowledge.asia +63-2-213-8944
  81. 81. or connectwith us on…
  82. 82. www.OurKnowledge.Asia www.Linkedin.com/Company/Our-Knowledge-Consulting-Asia- www.Facebook.com/OurKnowledgeAsia www.twitter.com/OurKnowledgePH
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