Quick Slideshow on Personal Selling - Bonus for Chris Shallow Intro to Marketing @ Tiffin University

1. Personal Selling Process By: Martina Dudicova For: Chris Shallow Course: Intro to Marketing Summer 2010 June 13, 2010 1 Tiffin University, Prague - Martina Dudicova

2. FIRST! GUIDELINE STEPS PROCESS TO SELL June 13, 2010 Tiffin University, Prague - Martina Dudicova 2

3. Guideline to sell yourself Be Real, Be true, Be you Competent, likeable, lucky June 13, 2010 Tiffin University, Prague - Martina Dudicova 3 Guideline steps:

5. Pre-approach

6. Approach

7. Present and demonstrate

8. Handle objections

9. Close & make the deal

10. Follow up June 13, 2010 Tiffin University, Prague - Martina Dudicova 4 Process to sell:

11. June 13, 2010 Tiffin University, Prague - Martina Dudicova 5

12. Be Real, Be true, Be you Don’t try to impress your clients by being someone you are not Try to express your value, and emotions to the customer June 13, 2010 Tiffin University, Prague - Martina Dudicova 6

13. Competent, likeable, lucky Competence and likeness are key criteria sellers should have Luck depends on the perception of the customers; if your are perceived to be competent and likeable in minds of customers…then you will be Once developed likeness and perceived competence you are on your way to luck LUCK IS NOT A COINCIDANCE June 13, 2010 Tiffin University, Prague - Martina Dudicova 7

16. Translate data into useful information FOR the customer

17. Prepare questions and answers

18. Don’t plan what will be discussed during the meeting. A better approach is to plan what you would like your prospect to give you during the meetingJune 13, 2010 Tiffin University, Prague - Martina Dudicova 9

20. Logic on its own has very little persuasive power. You should speak more to the heart than the head

21. “Mankind are governed more by their feelings than by reason” - Samuel Adams (American patriot and politician)June 13, 2010 Tiffin University, Prague - Martina Dudicova 10

23. Use body language through: face, voice, body, and mind

24. “The city is not a concrete jungle, it is a human zoo” Desmond Morris, body language expert

25. Listen to the customer, and ask them questions

26. People buy from people that they can trust and are friendlyJune 13, 2010 Tiffin University, Prague - Martina Dudicova 11

27. Approach IMPORTANCE OF BODY LANGUAGE IN SELLING Communication face-to face June 13, 2010 Tiffin University, Prague - Martina Dudicova 12

29. Buyers want product that ADD VALUE

31. Feature is a factual statement about the product or service being promoted. But features aren't what entice customers to buy.

32. A benefit answers the question "What's in it for me?,” and entices a customer to buyFeature : “batteries included” Benefit: The benefit of batteries included is the product is ready to use out of the box. Benefit to the customer : “I'll never have to see the crushed look on my child's face when his toy won't work because I forgot to buy batteries” June 13, 2010 Tiffin University, Prague - Martina Dudicova 14

34. 5.)Close & make the deal! June 13, 2010 Tiffin University, Prague - Martina Dudicova 16 Closing: Step in which salesperson asks the the customer for an order

35. Follow up Last step in the selling process in which the salesperson follows up after the sale to ensure customer satisfaction and repeat business June 13, 2010 Tiffin University, Prague - Martina Dudicova 17

37. Distinguish between Features and Benefits, and sell only benefits to a specific target customer

38. Know your customer before approaching them

39. Use body language and emotions throughout the selling process

40. And MOST IMPORTANTLY: be honest, be true, be likeable, be youJune 13, 2010 Tiffin University, Prague - Martina Dudicova 18

41. Bibliography Arch Lustberg. How to Sell Yourself. Career Press March 2008. Retrieved June 4 2010 from OHIOLINK: http://proquest.safaribooksonline.com.proxy.ohiolink.edu:9099/9781564149985 Armstrong, G. and Kotler, A. (2010) Principles of Marketing. Edition13, pp.496 – 498. Geoff King. The Secrets of Selling: How to win in any sales situation.FT Press published January 14, 2009. Retrieved June 13, 2010 from OHIOLINK: http://proquest.safaribooksonline.com.proxy.ohiolink.edu:9099/9780131370159 Laura ClampittDouglas. Marketing Features Vs. Benefits. Retrieved June 13, 2010 from: http://www.entrepreneur.com/magazine/homeofficemagcom/2000/december/34942.html June 13, 2010 Tiffin University, Prague - Martina Dudicova 19