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Sales great value

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Sales great value Sales great value Presentation Transcript

  •  
  • Program 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.
  • Program 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.
  • A Challenge
    • Please Write One Sentence Definitions for
    • RELATIONSHIP, OBJECTIONS, SOLUTIONS, and CLOSING in SALES.
  • How and What Can You 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?
  • Value-Added Selling Techniques (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.
    • 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 Selling Techniques (2 of 6)
    • 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 Selling Techniques (3 of 6)
    • 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 Selling Techniques (4 of 6)
    • Initiate discussions about innovative ways customers can solve problems or improve operations, and work with them to act on these potential improvements.
    Value-Added Selling Techniques (5 of 6)
    • Show interest in customers’ future goals and operations in addition to helping them solve existing problems and meet current needs.
    Value-Added Selling Techniques (6 of 6)
  • The 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).
  • About This Product: To download this entire Sales PowerPoint presentation visit ReadySetPresent.com Over 100+ slides on topics such as: analyzing your product/service, value added techniques, gaining the competitive advantage, ways for overcoming objections, how to sell features-benefits-solutions, reading your customer's signals, handling indecisive clients, closing the sale, how-to's and more. Royalty Free - Use Them Over and Over Again. Please Visit: www.ReadySetPresent.com