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Sales great value

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  • 1. Page 1 www.ReadySetPresent.com
  • 2. Page 2 www.ReadySetPresent.com Program ObjectivesProgram Objectives (1 of 2)  Define value-added selling and identify ways you can add value to the sales situation.  Identify specific value-added selling practices that you would like to use in customer relationships.  Use a three-step process for handling customer objections.
  • 3. Page 3 www.ReadySetPresent.com Program ObjectivesProgram Objectives (2 of 2)  Analyze your products/services to determine what benefits they provide and how they meet customer needs.  Identify any obstacles to closing the sale and select strategies for over- coming them.  Follow guidelines for closing sales successfully.
  • 4. Page 4 www.ReadySetPresent.com A ChallengeA Challenge Please Write One Sentence Definitions for RELATIONSHIP, OBJECTIONS, SOLUTIONS, and CLOSING in SALES.
  • 5. Page 5 www.ReadySetPresent.com How and What Can YouHow and What Can You Do?Do? When it does occur, why do you lose existing accounts to competitors?  What can you do to strengthen relationships with your existing accounts?  What factors or events might get in the way of achieving these goals?
  • 6. Page 6 www.ReadySetPresent.com Value-Added SellingValue-Added Selling TechniquesTechniques (1 of 6)  Refer to your experience with other organizations to show customers that you understand their business and industry and are qualified to meet their needs.
  • 7. Page 7 www.ReadySetPresent.com  Tell customers about a variety of products and services – those of competitors as well as of your own company – that may meet their needs. Value-Added SellingValue-Added Selling TechniquesTechniques (2 of 6)
  • 8. Page 8 www.ReadySetPresent.com  Link the customer to any support people in your organization who can help, advise or add value to the customer's use of products and services. Value-Added SellingValue-Added Selling TechniquesTechniques (3 of 6)
  • 9. Page 9 www.ReadySetPresent.com  Respond promptly to customer inquiries and stay in touch with a number of people in the customer’s organization, not just the top decision makers. Value-Added SellingValue-Added Selling TechniquesTechniques (4 of 6)
  • 10. Page 10 www.ReadySetPresent.com  Initiate discussions about innovative ways customers can solve problems or improve operations, and work with them to act on these potential improvements. Value-Added SellingValue-Added Selling TechniquesTechniques (5 of 6)
  • 11. Page 11 www.ReadySetPresent.com  Show interest in customers’ future goals and operations in addition to helping them solve existing problems and meet current needs. Value-Added SellingValue-Added Selling TechniquesTechniques (6 of 6)
  • 12. Page 12 www.ReadySetPresent.com The Competitive AdvantageThe Competitive Advantage (1 of 4)  The Physical Product Itself. (Competitive features and benefits).  The Deal. (Terms, credit, availability, delivery, installation, ongoing support and application ideas).
  • 13. Page 13 www.ReadySetPresent.com About This Product:About This Product: To download this entire Sales PowerPoint presentation visitTo download this entire Sales PowerPoint presentation visit ReadySetPresent.comReadySetPresent.com Over 100+ slides on topics such as: analyzing yourOver 100+ slides on topics such as: analyzing your product/service, value added techniques, gaining the competitiveproduct/service, value added techniques, gaining the competitive advantage, ways for overcoming objections, how to sell features-advantage, ways for overcoming objections, how to sell features- benefits-solutions, reading your customer's signals, handlingbenefits-solutions, reading your customer's signals, handling indecisive clients, closing the sale, how-to's and more. Royalty Freeindecisive clients, closing the sale, how-to's and more. Royalty Free - Use Them Over and Over Again.- Use Them Over and Over Again. Please Visit: www.ReadySetPresent.comPlease Visit: www.ReadySetPresent.com

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