Selling Techniques

Planning for Successful Sales "A battle well prepared is half won"

Planning for Mass Awareness Program ,[object Object],[object Object],[object Object],[object Object]

Planning for Mass Awareness Program ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Planning for One-to-One Sales ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Components of Successful Sales ,[object Object],[object Object],[object Object],Having the right approach and attitude

Preparation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Boosts your confidence Your first impression determines whether you have a chance to make a sale. Most people make a decision about you in the first 10 seconds.

3 things to know before making a sales call 1. Know your company 2. Know your product 3. Know your customer ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

The Sales Call Introduction Discovery Demonstrate Convince Close A five-step approach to Selling

The Introduction ,[object Object],[object Object],[object Object],[object Object],[object Object],Introduction Discovery Demonstrate Convince Close

Discovery ,[object Object],[object Object],[object Object],[object Object],Introduction Discovery Demonstrate Convince Close

Discovery ,[object Object],[object Object],[object Object],YOU ARE SELLING A SOLUTION NOT A PRODUCT Introduction Discovery Demonstrate Convince Close

Demonstrate ,[object Object],[object Object],[object Object],[object Object],Introduction Discovery Demonstrate Convince Close

Convince ,[object Object],[object Object],[object Object],[object Object],Introduction Discovery Demonstrate Convince Close

Close (One-to-One sales) ,[object Object],[object Object],[object Object],[object Object],[object Object],Introduction Discovery Demonstrate Convince Close

You made a sale ! Now what? When you make a sell to a new customer you have already won that customers’ trust. Why not use this to make more sales? New Lead Current Customer When the sale is over, take a moment to ask the customer a few questions for his suggestions ,[object Object],[object Object],[object Object]

Do you get frustrated when you feel you are not convincing enough to make a Sale? Here are some guidelines!

What do customers care about ,[object Object],[object Object]

What do they Buy ,[object Object],[object Object]

Your Customers ,[object Object],BUT, when you are dealing on a One-to-One basis: OOPs! The equations are different !

What do you need to know about your customers ,[object Object],[object Object],[object Object],[object Object]

Who is Buying? TYPES OF CUSTOMERS

The Influencers ,[object Object],[object Object],[object Object]

The Influencers THEREFORE, YOU ARE NOT JUST SELLING TO 1 BUYER ONLY… BUT TO ALL HIS INFLUENCERS AS WELL

The Decision-Maker A Decision-Maker can be the one who is paying for the Product, BUT… SOMETIMES… An Influencer can also be a Decision Maker

The User A User is the one who is finally going to use the product AND… MAJORITY OF TIMES… He may have a final say whether to Buy or Not to Buy! He could be the influencer, decision-maker or both

Sales Pitch: The Opening ,[object Object],[object Object],[object Object],[object Object],[object Object]

Sales Pitch: The Presentation ,[object Object],[object Object],[object Object]

Sales Pitch: The Presentation ,[object Object],[object Object],[object Object],[object Object]

Sales Pitch: The Negotiation ,[object Object],[object Object],[object Object],[object Object]

Sales Pitch: The Negotiation ,[object Object],[object Object],[object Object],[object Object],[object Object]

Sales Pitch: The Close ,[object Object],[object Object],[object Object],[object Object],[object Object],Whether the answer is Yes or No don’t let your politeness go!

After Sales: Update Records ,[object Object],[object Object],[object Object],[object Object],[object Object]

After Sales: Keep your Customer ,[object Object],[object Object],[object Object],[object Object],[object Object]

After Sales: Customer Service ,[object Object],[object Object],[object Object],[object Object],[object Object]

After Sales: Handling Complaints ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

A few facts to ponder about: ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Reach for that “pie in the sky” number in 2008 We are the industry leader in solar-backed lighting solutions; with the best people; product and support. Use these advantages when dealing with your customers to reach your goals this year.

Selling Techniques

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