Selling effectively
Upcoming SlideShare
Loading in...5
×

Like this? Share it with your network

Share

Selling effectively

  • 312 views
Uploaded on

Presentation for Retail Finance Sales Team

Presentation for Retail Finance Sales Team

More in: Business , Technology
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Be the first to comment
    Be the first to like this
No Downloads

Views

Total Views
312
On Slideshare
312
From Embeds
0
Number of Embeds
0

Actions

Shares
Downloads
18
Comments
0
Likes
0

Embeds 0

No embeds

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
    No notes for slide
  • Chapter Eighteen Personal Selling © 2002 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
  • Relation to text This slide relates to material on pp. 599-600 of the text. Summary Overview In order for management to determine the role of personal selling in the overall IMC program, they should ask themselves several questions. These questions include: What information must be exchanged between the firm and potential customer? What are the alternative ways to carry out these communications objectives? How effective is each alternative in carrying out the needed exchange? How cost effective is each alternative? Use of this slide This slide can be used to discuss the role of personal selling in the IMC program. Personal selling is a unique tool in the promotional mix because communication flows from sender to receiver directly. This allows the sender to receive immediate feedback from the receiver. However, this is one of the most costly forms of communication and marketers need to weigh these costs against the benefits of personal contact with the customer. Answering these four questions will help with what role personal selling will serve in the overall communication plan.
  • Relation to text This slide relates to material on pp. 599-600 of the text. Summary Overview In order for management to determine the role of personal selling in the overall IMC program, they should ask themselves several questions. These questions include: What information must be exchanged between the firm and potential customer? What are the alternative ways to carry out these communications objectives? How effective is each alternative in carrying out the needed exchange? How cost effective is each alternative? Use of this slide This slide can be used to discuss the role of personal selling in the IMC program. Personal selling is a unique tool in the promotional mix because communication flows from sender to receiver directly. This allows the sender to receive immediate feedback from the receiver. However, this is one of the most costly forms of communication and marketers need to weigh these costs against the benefits of personal contact with the customer. Answering these four questions will help with what role personal selling will serve in the overall communication plan.
  • Relations to text This slide relates to material on p. 614 and Figure 18-8 of the text. Summary Overview This slide shows the qualitative criteria that can be used to evaluate the sales force, which are: Selling skills – knowing the company and its policies, know the competition, understanding selling techniques Sales related activities – territory management, marketing intelligence follow-up, customer relations Use of this slide This slide can be used to discuss the quantitative measures that can be used to evaluate the sales force performance. While quantitative measures are used to measure performance of the sales force, qualitative criteria such as these are important as well.
  • Relation to text This slide relates to material on pp. 599-600 of the text. Summary Overview In order for management to determine the role of personal selling in the overall IMC program, they should ask themselves several questions. These questions include: What information must be exchanged between the firm and potential customer? What are the alternative ways to carry out these communications objectives? How effective is each alternative in carrying out the needed exchange? How cost effective is each alternative? Use of this slide This slide can be used to discuss the role of personal selling in the IMC program. Personal selling is a unique tool in the promotional mix because communication flows from sender to receiver directly. This allows the sender to receive immediate feedback from the receiver. However, this is one of the most costly forms of communication and marketers need to weigh these costs against the benefits of personal contact with the customer. Answering these four questions will help with what role personal selling will serve in the overall communication plan.
  • Relation to text This slide relates to material on pp. 599-600 of the text. Summary Overview In order for management to determine the role of personal selling in the overall IMC program, they should ask themselves several questions. These questions include: What information must be exchanged between the firm and potential customer? What are the alternative ways to carry out these communications objectives? How effective is each alternative in carrying out the needed exchange? How cost effective is each alternative? Use of this slide This slide can be used to discuss the role of personal selling in the IMC program. Personal selling is a unique tool in the promotional mix because communication flows from sender to receiver directly. This allows the sender to receive immediate feedback from the receiver. However, this is one of the most costly forms of communication and marketers need to weigh these costs against the benefits of personal contact with the customer. Answering these four questions will help with what role personal selling will serve in the overall communication plan.
  • Relation to text This slide relates to material on pp. 599-600 of the text. Summary Overview In order for management to determine the role of personal selling in the overall IMC program, they should ask themselves several questions. These questions include: What information must be exchanged between the firm and potential customer? What are the alternative ways to carry out these communications objectives? How effective is each alternative in carrying out the needed exchange? How cost effective is each alternative? Use of this slide This slide can be used to discuss the role of personal selling in the IMC program. Personal selling is a unique tool in the promotional mix because communication flows from sender to receiver directly. This allows the sender to receive immediate feedback from the receiver. However, this is one of the most costly forms of communication and marketers need to weigh these costs against the benefits of personal contact with the customer. Answering these four questions will help with what role personal selling will serve in the overall communication plan.
  • Relation to text This slide relates to material on pp. 599-600 of the text. Summary Overview In order for management to determine the role of personal selling in the overall IMC program, they should ask themselves several questions. These questions include: What information must be exchanged between the firm and potential customer? What are the alternative ways to carry out these communications objectives? How effective is each alternative in carrying out the needed exchange? How cost effective is each alternative? Use of this slide This slide can be used to discuss the role of personal selling in the IMC program. Personal selling is a unique tool in the promotional mix because communication flows from sender to receiver directly. This allows the sender to receive immediate feedback from the receiver. However, this is one of the most costly forms of communication and marketers need to weigh these costs against the benefits of personal contact with the customer. Answering these four questions will help with what role personal selling will serve in the overall communication plan.
  • Relation to text This slide relates to material on pp. 599-600 of the text. Summary Overview In order for management to determine the role of personal selling in the overall IMC program, they should ask themselves several questions. These questions include: What information must be exchanged between the firm and potential customer? What are the alternative ways to carry out these communications objectives? How effective is each alternative in carrying out the needed exchange? How cost effective is each alternative? Use of this slide This slide can be used to discuss the role of personal selling in the IMC program. Personal selling is a unique tool in the promotional mix because communication flows from sender to receiver directly. This allows the sender to receive immediate feedback from the receiver. However, this is one of the most costly forms of communication and marketers need to weigh these costs against the benefits of personal contact with the customer. Answering these four questions will help with what role personal selling will serve in the overall communication plan.
  • Relation to text This slide relates to material on pp. 599-600 of the text. Summary Overview In order for management to determine the role of personal selling in the overall IMC program, they should ask themselves several questions. These questions include: What information must be exchanged between the firm and potential customer? What are the alternative ways to carry out these communications objectives? How effective is each alternative in carrying out the needed exchange? How cost effective is each alternative? Use of this slide This slide can be used to discuss the role of personal selling in the IMC program. Personal selling is a unique tool in the promotional mix because communication flows from sender to receiver directly. This allows the sender to receive immediate feedback from the receiver. However, this is one of the most costly forms of communication and marketers need to weigh these costs against the benefits of personal contact with the customer. Answering these four questions will help with what role personal selling will serve in the overall communication plan.
  • Relation to text This slide relates to material on pp. 599-600 of the text. Summary Overview In order for management to determine the role of personal selling in the overall IMC program, they should ask themselves several questions. These questions include: What information must be exchanged between the firm and potential customer? What are the alternative ways to carry out these communications objectives? How effective is each alternative in carrying out the needed exchange? How cost effective is each alternative? Use of this slide This slide can be used to discuss the role of personal selling in the IMC program. Personal selling is a unique tool in the promotional mix because communication flows from sender to receiver directly. This allows the sender to receive immediate feedback from the receiver. However, this is one of the most costly forms of communication and marketers need to weigh these costs against the benefits of personal contact with the customer. Answering these four questions will help with what role personal selling will serve in the overall communication plan.
  • Relation to text This slide relates to material on pp. 599-600 of the text. Summary Overview In order for management to determine the role of personal selling in the overall IMC program, they should ask themselves several questions. These questions include: What information must be exchanged between the firm and potential customer? What are the alternative ways to carry out these communications objectives? How effective is each alternative in carrying out the needed exchange? How cost effective is each alternative? Use of this slide This slide can be used to discuss the role of personal selling in the IMC program. Personal selling is a unique tool in the promotional mix because communication flows from sender to receiver directly. This allows the sender to receive immediate feedback from the receiver. However, this is one of the most costly forms of communication and marketers need to weigh these costs against the benefits of personal contact with the customer. Answering these four questions will help with what role personal selling will serve in the overall communication plan.
  • Relation to text This slide relates to material on pp. 599-600 of the text. Summary Overview In order for management to determine the role of personal selling in the overall IMC program, they should ask themselves several questions. These questions include: What information must be exchanged between the firm and potential customer? What are the alternative ways to carry out these communications objectives? How effective is each alternative in carrying out the needed exchange? How cost effective is each alternative? Use of this slide This slide can be used to discuss the role of personal selling in the IMC program. Personal selling is a unique tool in the promotional mix because communication flows from sender to receiver directly. This allows the sender to receive immediate feedback from the receiver. However, this is one of the most costly forms of communication and marketers need to weigh these costs against the benefits of personal contact with the customer. Answering these four questions will help with what role personal selling will serve in the overall communication plan.
  • Relation to text This slide relates to material on pp. 599-600 of the text. Summary Overview In order for management to determine the role of personal selling in the overall IMC program, they should ask themselves several questions. These questions include: What information must be exchanged between the firm and potential customer? What are the alternative ways to carry out these communications objectives? How effective is each alternative in carrying out the needed exchange? How cost effective is each alternative? Use of this slide This slide can be used to discuss the role of personal selling in the IMC program. Personal selling is a unique tool in the promotional mix because communication flows from sender to receiver directly. This allows the sender to receive immediate feedback from the receiver. However, this is one of the most costly forms of communication and marketers need to weigh these costs against the benefits of personal contact with the customer. Answering these four questions will help with what role personal selling will serve in the overall communication plan.
  • Relation to text This slide relates to material on pp. 599-600 of the text. Summary Overview In order for management to determine the role of personal selling in the overall IMC program, they should ask themselves several questions. These questions include: What information must be exchanged between the firm and potential customer? What are the alternative ways to carry out these communications objectives? How effective is each alternative in carrying out the needed exchange? How cost effective is each alternative? Use of this slide This slide can be used to discuss the role of personal selling in the IMC program. Personal selling is a unique tool in the promotional mix because communication flows from sender to receiver directly. This allows the sender to receive immediate feedback from the receiver. However, this is one of the most costly forms of communication and marketers need to weigh these costs against the benefits of personal contact with the customer. Answering these four questions will help with what role personal selling will serve in the overall communication plan.
  • Relation to text This slide relates to material on pp. 599-600 of the text. Summary Overview In order for management to determine the role of personal selling in the overall IMC program, they should ask themselves several questions. These questions include: What information must be exchanged between the firm and potential customer? What are the alternative ways to carry out these communications objectives? How effective is each alternative in carrying out the needed exchange? How cost effective is each alternative? Use of this slide This slide can be used to discuss the role of personal selling in the IMC program. Personal selling is a unique tool in the promotional mix because communication flows from sender to receiver directly. This allows the sender to receive immediate feedback from the receiver. However, this is one of the most costly forms of communication and marketers need to weigh these costs against the benefits of personal contact with the customer. Answering these four questions will help with what role personal selling will serve in the overall communication plan.
  • Relation to text This slide relates to material on pp. 599-600 of the text. Summary Overview In order for management to determine the role of personal selling in the overall IMC program, they should ask themselves several questions. These questions include: What information must be exchanged between the firm and potential customer? What are the alternative ways to carry out these communications objectives? How effective is each alternative in carrying out the needed exchange? How cost effective is each alternative? Use of this slide This slide can be used to discuss the role of personal selling in the IMC program. Personal selling is a unique tool in the promotional mix because communication flows from sender to receiver directly. This allows the sender to receive immediate feedback from the receiver. However, this is one of the most costly forms of communication and marketers need to weigh these costs against the benefits of personal contact with the customer. Answering these four questions will help with what role personal selling will serve in the overall communication plan.
  • Relation to text This slide relates to material on pp. 599-600 of the text. Summary Overview In order for management to determine the role of personal selling in the overall IMC program, they should ask themselves several questions. These questions include: What information must be exchanged between the firm and potential customer? What are the alternative ways to carry out these communications objectives? How effective is each alternative in carrying out the needed exchange? How cost effective is each alternative? Use of this slide This slide can be used to discuss the role of personal selling in the IMC program. Personal selling is a unique tool in the promotional mix because communication flows from sender to receiver directly. This allows the sender to receive immediate feedback from the receiver. However, this is one of the most costly forms of communication and marketers need to weigh these costs against the benefits of personal contact with the customer. Answering these four questions will help with what role personal selling will serve in the overall communication plan.
  • Relation to text This slide relates to material on pp. 603-605 of the text. Summary Overview This slide summarizes the duties and the responsibilities of a salesperson. These include: Locating prospective customers Determining customers’ needs and wants Recommending a way to satisfy them Demonstrating capabilities of the product Closing the sale Following up and servicing the account Use of this slide This slide can be used to discuss the responsibilities of the salesperson. The duties of a sales person are numerous and require a wide range of skills
  • Relation to text This slide relates to material on pp. 601-602 of the text. Summary Overview As the business world goes through transitions and changes the role of salespeople is also changing. This slide lists some of the additional activities sales people will engage in as they take on new roles. Surveying – educating themselves about their customers’ businesses Mapmaking – outlining both an account and a solutions strategy Guiding – bringing incremental value to the customer Fire starting – driving customers to commit to a solution Use of this slide This slide can be used to discuss some of the activities salespeople engage in to remain effective as they take on new roles. This new role helps create added value and develop a long-term relationship between buyer and seller.
  • Relation to text This slide relates to material on pp. 600-601 and Figure 18-2 of the text. Summary Overview The personal selling area is constantly evolving as the marketing environment itself evolves. This slide summarizes the stages of the evolution of personal selling which are: Provider stage – selling activity limited to order-taking Persuader stage – attempting to persuade customer to buy Prospector stage – seeking out buyers perceived to have a need Problem-solver stage – buyers identify problems to be met by goods and services Procreator stage – seller determines buyer needs and fulfills them Use of this slide This slide can be used to discuss the evolution of personal selling. As firms evolve through these five stages they have to assume different market orientations, as well as different organizational designs, staffing, and compensation programs. Each stage also requires different promotional strategies, each integrated with personal selling to achieve the maximum communications effect.
  • Relation to text This slide relates to material on p. 603 and Figure 18-3 of the text. Summary Overview This slide lists the three classifications of salespeople which are: Creative selling – requires skill and preparation, and the ability to assess the situation and determine needs Order taking – role is more casual and often involves straight rebuying by the customer but can also involve modified rebuys which requires creative selling Missionary sales rep – role is one of supporting and servicing the customer rather can trying to get new business Use of this slide This slide can be used to discuss the three types of sales positions. Not all firms treat these responsibilities the same, nor are their salespeople limited to these tasks.
  • Relation to text This slide relates to material on pp. 606-608 of the text. Summary Overview This slide summarizes the advantages and disadvantages of personal selling. These advantages and disadvantages are: Advantages Two-way interaction Message can be tailored to recipient Prospect isn’t likely to be distracted Seller involved in purchase decision Source of research information Disadvantages Messages may be inconsistent Possible management-sales force conflict Cost is often extremely high Reach may be very limited Potential ethical problems Use of this slide This slide can be used to discuss the advantages and disadvantages of personal selling. The advantages of personal selling primarily deal with dyadic communications process, the ability to alter the message, and the opportunity for direct feedback. Some of the more significant disadvantages primarily relate to inconsistent messages, conflicts between sales and marketing, and costs.
  • Relations to text This slide relates to material on p. 614 and Figure 18-8 of the text. Summary Overview This slide shows the qualitative criteria that can be used to evaluate the sales force, which are: Selling skills – knowing the company and its policies, know the competition, understanding selling techniques Sales related activities – territory management, marketing intelligence follow-up, customer relations Use of this slide This slide can be used to discuss the quantitative measures that can be used to evaluate the sales force performance. While quantitative measures are used to measure performance of the sales force, qualitative criteria such as these are important as well.
  • Relation to text This slide relates to material on pp. 599-600 of the text. Summary Overview In order for management to determine the role of personal selling in the overall IMC program, they should ask themselves several questions. These questions include: What information must be exchanged between the firm and potential customer? What are the alternative ways to carry out these communications objectives? How effective is each alternative in carrying out the needed exchange? How cost effective is each alternative? Use of this slide This slide can be used to discuss the role of personal selling in the IMC program. Personal selling is a unique tool in the promotional mix because communication flows from sender to receiver directly. This allows the sender to receive immediate feedback from the receiver. However, this is one of the most costly forms of communication and marketers need to weigh these costs against the benefits of personal contact with the customer. Answering these four questions will help with what role personal selling will serve in the overall communication plan.
  • Relations to text This slide relates to material on p. 614 and Figure 18-8 of the text. Summary Overview This slide shows the qualitative criteria that can be used to evaluate the sales force, which are: Selling skills – knowing the company and its policies, know the competition, understanding selling techniques Sales related activities – territory management, marketing intelligence follow-up, customer relations Use of this slide This slide can be used to discuss the quantitative measures that can be used to evaluate the sales force performance. While quantitative measures are used to measure performance of the sales force, qualitative criteria such as these are important as well.
  • Relations to text This slide relates to material on p. 614 and Figure 18-8 of the text. Summary Overview This slide shows the qualitative criteria that can be used to evaluate the sales force, which are: Selling skills – knowing the company and its policies, know the competition, understanding selling techniques Sales related activities – territory management, marketing intelligence follow-up, customer relations Use of this slide This slide can be used to discuss the quantitative measures that can be used to evaluate the sales force performance. While quantitative measures are used to measure performance of the sales force, qualitative criteria such as these are important as well.
  • Relations to text This slide relates to material on p. 614 and Figure 18-8 of the text. Summary Overview This slide shows the qualitative criteria that can be used to evaluate the sales force, which are: Selling skills – knowing the company and its policies, know the competition, understanding selling techniques Sales related activities – territory management, marketing intelligence follow-up, customer relations Use of this slide This slide can be used to discuss the quantitative measures that can be used to evaluate the sales force performance. While quantitative measures are used to measure performance of the sales force, qualitative criteria such as these are important as well.
  • Relations to text This slide relates to material on p. 614 and Figure 18-8 of the text. Summary Overview This slide shows the qualitative criteria that can be used to evaluate the sales force, which are: Selling skills – knowing the company and its policies, know the competition, understanding selling techniques Sales related activities – territory management, marketing intelligence follow-up, customer relations Use of this slide This slide can be used to discuss the quantitative measures that can be used to evaluate the sales force performance. While quantitative measures are used to measure performance of the sales force, qualitative criteria such as these are important as well.
  • Relations to text This slide relates to material on p. 614 and Figure 18-8 of the text. Summary Overview This slide shows the qualitative criteria that can be used to evaluate the sales force, which are: Selling skills – knowing the company and its policies, know the competition, understanding selling techniques Sales related activities – territory management, marketing intelligence follow-up, customer relations Use of this slide This slide can be used to discuss the quantitative measures that can be used to evaluate the sales force performance. While quantitative measures are used to measure performance of the sales force, qualitative criteria such as these are important as well.
  • Relations to text This slide relates to material on p. 614 and Figure 18-8 of the text. Summary Overview This slide shows the qualitative criteria that can be used to evaluate the sales force, which are: Selling skills – knowing the company and its policies, know the competition, understanding selling techniques Sales related activities – territory management, marketing intelligence follow-up, customer relations Use of this slide This slide can be used to discuss the quantitative measures that can be used to evaluate the sales force performance. While quantitative measures are used to measure performance of the sales force, qualitative criteria such as these are important as well.

Transcript

  • 1. Selling EffectivelySelling Effectively Irteza A KhanIrteza A Khan Head of Sales & Marketing, PFD
  • 2. You are what you do … “You are where you are and what you are because of yourself. Everything you are today, or ever will be in the future, is up to you. Your life today is the sum total result of your choices, decisions and actions up to this point. You can create your own future by changing your behaviors. You can make new choices and decisions that are more consistent with the person you want to be and the things you want to accomplish with your life.”
  • 3. Definition of Success “Success is the ability to live your life the way you want to live it, doing what you most enjoy, surrounded by people who you admire and respect.” In a larger sense, success is the ability to achieve your dreams, desires, hopes, wishes and goals in each of the important areas of your life. Four Common GoalsFour Common Goals  Healthy & Fit  Excellent Relationship  Do what you love  Achieve Financial Independence
  • 4. Favorite Quotes from Brian Tracy All successful people are big dreamers. They imagine what their future could be, ideal in every respect, and then they work every day toward their distant vision, that goal or purpose. Develop an attitude of gratitude, and give thanks for everything that happens to you, knowing that every step forward is a step toward achieving something bigger and better than your current situation. If what you are doing is not moving you towards your goals, then it's moving you away from your goals. Invest three percentthree percent of your income in yourself (self- development) in order to guarantee your future. All successful people are big dreamers. They imagine what their future could be, ideal in every respect, and then they work every day toward their distant vision, that goal or purpose. Develop an attitude of gratitude, and give thanks for everything that happens to you, knowing that every step forward is a step toward achieving something bigger and better than your current situation. If what you are doing is not moving you towards your goals, then it's moving you away from your goals. Invest three percentthree percent of your income in yourself (self- development) in order to guarantee your future.
  • 5. Difference between Marketing & Selling? Marketing is a complete business philosophy. It is the management process responsible for identifying, anticipating and satisfying customer requirements profitably. (CIM) In order for people to buy your products or services they need to know about you. Therefore you need to communicate with them in the most effective way possible. You can do this through numbers of promotional tools such as Advertising Direct mail Press Relations Exhibitions Seminars Personal Selling (both tele and face to face)
  • 6. Difference between Marketing & Selling? Selling is one of the promotional tools available for you to target your prospects and convert them into customers. Selling is all about solving customers problem. S - Set the stage A - Analyze needs L - Link to solutions E - Establish commitment
  • 7. Understanding Buyer Behavior People generally buy for two reasons : • Objective reasons - basic physiological needs as hunger, thrust, security and safety etc are the objective reasons why people buy • Subjective reasons - Personal based psychological reasons involve in buying * will the car suit my lifestyle ? * will it make me look good to my peers, friends? * does this car fit my role as director, father, mother, husband? * will it give me the sense of satisfaction ? Remember you need to satisfy the bothRemember you need to satisfy the both
  • 8. Selling a Service Product is tangibletangible where as Service is intangibleintangible With a service it is the people who deliver it and therefore the maxim “people buy people”“people buy people” is even more relevant and vital here. With your service, customers are buying all the people who work for that organization – their attitude,their attitude, personality, level of expertise and ongoingpersonality, level of expertise and ongoing relationship.relationship. To selling a Service is highly PERSONAL, you need to be both personally acceptable and have expertisepersonally acceptable and have expertise.
  • 9. Understanding Buying Motivations When people buy they always ask : “ Why should I ?” “ What’s in it for me ?” You need to satisfy those questions if you are going to secure the sale and come away with the business. There are two sets of Buying Motivations. These are - Positive Motivations - Negative Motivations
  • 10. Understanding Buying Motivations Contd. Negative Buying Motivations Your prospective customer’s negative motivations can be summed up as follows :  I don’t trust you.. I don’t need you  No, I don’t think you can help me  I am no hurry to buy – I will think about it- I will get back to you If you don’t switchswitch that customer over to the Positive Buying Motivations you will have lost the sale. Positive Buying Motivations You need to switch your prospective customer through convincing him/her that  He/she is important  You will consider his/her needs  Your idea will help them  You have expertise to solve their problems
  • 11. Switching from Negative to Positive  Make your prospect feel important  Address them by their correct name and title  Use their name in your conversation, particularly at the beginning of the sales interview  Listen them throughout the whole of the sales process People like to talk about two things : themselves and if they are in business, their company  Ask them the right questions to find out what they need  Demonstrate that you have prepared for the sales interview
  • 12. Know Your Product or Service In order to be an effective salesperson you need to have  Good Product Knowledge  Need to know the features of what you are offering and the benefits of those features  You need to examine this ( F&B) on two levels - firstly your company level (why should I buy from you?) - secondly in individual product or service level  Need to convince your prospect on your F & Bs which will - solve the problem - fulfill the need - make someone happy or feel good
  • 13. Know Your Marketplace & Competitors Do your pre-sales research  Have knowledge about your marketplace & competitors and what they are offering (List at least five key competitors)  Prepare comparative analysis between competitors and your company  Build up an understanding and knowledge of your prospects needs and wants  Read newspapers, trade journals, business magazines  Increase your awareness about your prospect’s marketplace  If possible collect company info of your prospects  Please consider yourself as “CONSULTANT” who provides expert opinion and service which will be
  • 14. Sales Interview Approach The “ADDIN” selling structure will add in your product or service to the prospective client’s business, home or lifestyle. It stands for : Approach Discussion Diagnosis Interpretation Needs
  • 15. Approach Where I am going ? Who am I seeing ? What do I wear ? What impression I give to prospects about me and my company ? 55 % of the impression you make on other people is based on your appearance and your body language, so take time to get this RIGHT.  Make sure your attire is formal, clean & presentable, well shaved & combed, shoes are clean and socks are matched, trousers should have belt loops, wear a belt, tie should be neatly knotted  Arrive early for an appointment and try to collect info about the company waiting at the reception lobby  Greet your prospect, shakes hands and only sit when you will be asked to sit. Keep your body language open and sit back in the chair. Do not keep any object at prospect’s desk before asking permission. Exchange your business cards and always ask for the prospects. Look for few seconds of the card before speaking •Ask neutral questions / courteous questions such as “how is the prospect”. Give him the reason why you are visiting, briefly discuss about your company and explain prospect that how he/she will be benefited from the discussion. Share the USP of your products. •Try to understand the need of the prospect and accordingly explain that how your product can solve the problem.
  • 16. Discussion In order to make people feel important, we need to get them to talk, to open up and we need to listen and interpret what they are saying. • Ask open questions – that can’t be answered “yes” or “no” – How many staff do you have ? •Avoid close questions started with is/are, shall/should, do/did etc. “Did you go out last night ?) •Beware of asking multiple questions, value loaded questions (what do you think about the AL Politics ? ans may be I am one of the AL) and leading questions (You do not think this will work then..ans will be obviously no” Save your literature until the end of the sales process or at the interpretation Stage.
  • 17. Diagnosis To diagnose a prospects needs you require to ask problems and needs questions. • Comparative Questions Open questions which can help explore different angels. “How does our proposal stands compare to those outlined in your letter from the competition?” The above questions can often be followed up by more open probing questions. From this discussion, we can now diagnose what the prospect is buying and interpret the need.
  • 18. Interpretation & Needs Summarizing or reflecting skills in the sales process helps the prospects to see that we have listened, interpreted and understood his/her situation and identified their needs. Tell them what they need by selling in the relevant feature and benefit which will help them to solve their problems/fulfill their needs. Having done the above you will then need to close the sale ie ask for the business.
  • 19. Following up and Servicing the AccountFollowing up and Servicing the Account Closing the SaleClosing the Sale Demonstrating Capabilities of the ProductDemonstrating Capabilities of the Product Recommending a Way to Satisfy ThemRecommending a Way to Satisfy Them Determining Customers’ Needs and WantsDetermining Customers’ Needs and Wants Locating Prospective CustomersLocating Prospective Customers Closing the SaleClosing the Sale Demonstrating Capabilities of the ProductDemonstrating Capabilities of the Product Recommending a Way to Satisfy ThemRecommending a Way to Satisfy Them Determining Customers’ Needs and WantsDetermining Customers’ Needs and Wants Locating Prospective CustomersLocating Prospective Customers Personal Selling Responsibilities
  • 20. SurveyingSurveying MapmakingMapmaking GuidingGuidingFire Starting (driving the Customer to a solution) Fire Starting (driving the Customer to a solution) Guiding (bringing incremental value to the customer by identifying problems & opportunities) Guiding (bringing incremental value to the customer by identifying problems & opportunities) Mapmaking (Laying out a plan and a solution) Mapmaking (Laying out a plan and a solution) Surveying (Learning more about consumers) Surveying (Learning more about consumers) New Roles for Salespeople
  • 21. Selling Activity Limited to Order-taking Selling Activity Limited to Order-takingProvider StageProvider Stage Attempting to Persuade Customer to Buy Attempting to Persuade Customer to BuyPersuader StagePersuader Stage Seeking Out Buyers Perceived to Have a Need Seeking Out Buyers Perceived to Have a NeedProspector StageProspector Stage Buyers Identify Problems to Be Met by Goods Buyers Identify Problems to Be Met by Goods Problem-solver Stage Problem-solver Stage Seller Determines Buyer Needs and Fulfills Them (creating unique offerings to mach buyers’ needs) Seller Determines Buyer Needs and Fulfills Them (creating unique offerings to mach buyers’ needs) Procreator StageProcreator Stage Buyers Identify Problems to Be Met by Goods (Matching available offerings with needs/want) Buyers Identify Problems to Be Met by Goods (Matching available offerings with needs/want) Problem-solver Stage Problem-solver Stage Seeking Out Buyers Perceived to Have a Need (Seeking Prospects for available products) Seeking Out Buyers Perceived to Have a Need (Seeking Prospects for available products) Prospector StageProspector Stage Attempting to Persuade Customer to Buy (Attempts to convince anyone to buy the product) Attempting to Persuade Customer to Buy (Attempts to convince anyone to buy the product) Persuader StagePersuader Stage Selling Activity Limited to (Application-taking & deliver to buyers) Selling Activity Limited to (Application-taking & deliver to buyers) Provider StageProvider Stage Stages of Personal Selling Evolution
  • 22. This Is Essentially a Support RoleThis Is Essentially a Support RoleThis Is Essentially a Support RoleThis Is Essentially a Support Role Requires the Most Skill and PreparationRequires the Most Skill and PreparationRequires the Most Skill and PreparationRequires the Most Skill and Preparation Must Assess Situation, Determine NeedsMust Assess Situation, Determine Needs This Role Is Much More CasualThis Role Is Much More Casual Often Involves Straight RebuyingOften Involves Straight Rebuying May Not Actually Take the Order (but introduce new products, new promotions and/or new programs) May Not Actually Take the Order (but introduce new products, new promotions and/or new programs) Often Involves Straight Re-sellingOften Involves Straight Re-selling Must Assess Situation, Determine NeedsMust Assess Situation, Determine Needs This Role Is Much More CasualThis Role Is Much More Casual Types of Sales Jobs Creative Selling Creative Selling Re-sellingRe-selling Missionary Sales Rep Missionary Sales Rep
  • 23. Reach May Be Very Limited Reach May Be Very Limited Reach May Be Very Limited Reach May Be Very Limited Message Can Be Tailored to Recipient Message Can Be Tailored to Recipient Message Can Be Tailored to Recipient Message Can Be Tailored to Recipient Two-way Interaction With Prospect Two-way Interaction With Prospect Two-way Interaction With Prospect Two-way Interaction With Prospect Prospect Isn't Likely to Be Distracted Prospect Isn't Likely to Be Distracted Prospect Isn't Likely to Be Distracted Prospect Isn't Likely to Be Distracted Cost Is Often Extremely High Cost Is Often Extremely High Cost Is Often Extremely High Cost Is Often Extremely High Personal Selling Advantages and Disadvantages Possible Management- Sales Force Conflict Possible Management- Sales Force Conflict Messages May Be Inconsistent Messages May Be Inconsistent Seller Involved in Purchase Decision Seller Involved in Purchase Decision Source of Research Information Source of Research Information Potential Ethical ProblemsPotential Ethical Problems AdvantagesAdvantages DisadvantagesDisadvantages Possible Management- Sales Force Conflict Possible Management- Sales Force Conflict Messages May Be Inconsistent Messages May Be Inconsistent Seller Involved in Purchase Decision Seller Involved in Purchase Decision Source of Research Information Source of Research Information
  • 24. Effective Tips for Successful Sales People NetworkingNetworking Polish your imagePolish your image Focus on LearningFocus on Learning Learn or Increase Your Self-disciplineLearn or Increase Your Self-discipline Adopt a Servant AttitudeAdopt a Servant Attitude Don’t be Afraid to Make MistakesDon’t be Afraid to Make Mistakes Adopt a Winning AttitudeAdopt a Winning Attitude Learn to DelegateLearn to Delegate Learn to RenewLearn to Renew Think PositiveThink Positive NetworkingNetworking Polish your imagePolish your image Focus on LearningFocus on Learning Learn or Increase Your Self-disciplineLearn or Increase Your Self-discipline Adopt a Servant AttitudeAdopt a Servant Attitude Don’t be Afraid to Make MistakesDon’t be Afraid to Make Mistakes Adopt a Winning AttitudeAdopt a Winning Attitude Learn to DelegateLearn to Delegate Learn to RenewLearn to Renew Think PositiveThink Positive
  • 25. Who makes a good sales person ? A good sales person is : •Someone who prepares well, who does his research before the visit •Someone who knows the marketplace and the competition •Someone who knows his products or services •Someone who is a good listener, who does not always have a desire to talk about himself •Someone who likes people, understands them and can develop an empathy with them •Someone who finds pressing customer problems, identify the customer’s priorities for solving those problems, and help customers solve them in a way that is convenient, cost effective, innovative and timely.
  • 26. Don'ts For Sales People DON'T give up after one or two calls DON'T rely solely upon one person who may leave for another job DON'T let your mind wonder. DON'T speak in a monotone. DON'T call just to check in. DON'T randomly send out expensive literature. DON'T leave your name and phone number only once. DON'T give up after one or two calls DON'T rely solely upon one person who may leave for another job DON'T let your mind wonder. DON'T speak in a monotone. DON'T call just to check in. DON'T randomly send out expensive literature. DON'T leave your name and phone number only once.
  • 27. Don'ts For Sales People contd. DON'T try to fake like you know the answer to a question you don't DON'T assume you have it until the paperwork is signed DON'T assume an air of familiarity DON'T mumble your message DON'T try to fake like you know the answer to a question you don't DON'T assume you have it until the paperwork is signed DON'T assume an air of familiarity DON'T mumble your message
  • 28. Do’s For Sales People DO match and mirror the speed, tone and volume of the other person's voice. DO call for a specific reason such as to provide some information of value. DO go the prospect's web site first to see if they fit your ideal prospect profile. DO tell the truth even if you do not have the answer to a question at that moment. DO ask for the business. DO match and mirror the speed, tone and volume of the other person's voice. DO call for a specific reason such as to provide some information of value. DO go the prospect's web site first to see if they fit your ideal prospect profile. DO tell the truth even if you do not have the answer to a question at that moment. DO ask for the business.
  • 29. Do’s For Sales People DO use good manners DO speak clearly and slowly when leaving a message. DO leave your name, company name and phone number twice in a row DO get the person's name right before speaking with them or leaving a voice mail DO use direct questions or statements such as "Maybe you can help me." DO write down an assistant's name if they provide it to you. DO use good manners DO speak clearly and slowly when leaving a message. DO leave your name, company name and phone number twice in a row DO get the person's name right before speaking with them or leaving a voice mail DO use direct questions or statements such as "Maybe you can help me." DO write down an assistant's name if they provide it to you.
  • 30. Do’s For Sales People DO develop different forms of marketing materials such as a one page Key Benefits sheet. DO leave a voice mail for of "What's In It for them" compelling benefits. DO listen to and concentrate on what's being said. DO identify all the buyers and influencers. DO be polite yet respectfully persistent. DO develop different forms of marketing materials such as a one page Key Benefits sheet. DO leave a voice mail for of "What's In It for them" compelling benefits. DO listen to and concentrate on what's being said. DO identify all the buyers and influencers. DO be polite yet respectfully persistent.
  • 31. Happy SellingHappy SellingHappy SellingHappy Selling