Gfi selling & networking

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Gfi selling & networking

  1. 1. Selling and Networking
  2. 2. Contents <ul><li>The selling process </li></ul><ul><li>Selling online </li></ul><ul><li>Selling overseas </li></ul><ul><li>Customer care </li></ul><ul><li>Networking </li></ul><ul><li>Tendering </li></ul><ul><li>Sales law </li></ul>
  3. 3. Selling and marketing Identifying customer needs Marketing process Market research Marketing mix or 4 marketing Ps Selling Satisfying customer needs
  4. 4. How to find prospects <ul><li>Referrals and sales leads </li></ul><ul><li>Phone/e-mail enquiries </li></ul><ul><li>Customer records/databases </li></ul><ul><li>Newspapers and directories </li></ul><ul><li>Word of mouth </li></ul><ul><li>Associates </li></ul><ul><li>Networking </li></ul><ul><li>Meetings </li></ul><ul><li>Trade event </li></ul><ul><li>Family/friends and colleagues </li></ul>M oney A uthority N eed
  5. 5. Structure of a sales presentation Opening the sale Body of the sale Closing the sale
  6. 6. Opening a sale <ul><li>Purpose </li></ul><ul><ul><li>Gain the prospect’s attention and arouse interest in the product or service </li></ul></ul><ul><li>How to open a sale </li></ul><ul><ul><li>Give a good introduction </li></ul></ul><ul><ul><li>Ask a qualifying question </li></ul></ul><ul><ul><li>Highlight a key feature and benefit </li></ul></ul><ul><ul><li>Briefly state how the product or service meets the customer’s needs </li></ul></ul>
  7. 7. The body of a sale <ul><li>Provide information on the business </li></ul><ul><li>Provide information on the product/service </li></ul><ul><li>Relate to the buyer’s needs/wants </li></ul><ul><li>Highlight features and sell the benefits </li></ul><ul><li>Emphasise unique selling points or </li></ul><ul><li>propositions (USPs) </li></ul><ul><li>Gain customer confidence in a product or service </li></ul><ul><li>Answer questions and provide clarification </li></ul><ul><li>Deal with customer objections </li></ul>
  8. 8. FAB F eatures High speed processor A dvantage B enefit Can compute twice as fast Provides customer with more productive time Focus of sales pitch
  9. 9. <ul><li>Types of objections </li></ul><ul><li>• Money/budget </li></ul><ul><li>Disbelief </li></ul><ul><li>Satisfaction with an existing supplier </li></ul><ul><li>Previous negative experience </li></ul><ul><li>Misunderstanding </li></ul><ul><li>Handling objections </li></ul><ul><li>Prepare responses in advance </li></ul><ul><li>Listen to the objection </li></ul><ul><li>Check you have understood the objection </li></ul><ul><li>Answer the objection </li></ul><ul><li>Advance the sale </li></ul>
  10. 10. Closing methods <ul><li>Assumptive close </li></ul><ul><li>Alternative choice close </li></ul><ul><li>Direct request close </li></ul><ul><li>Fear close </li></ul><ul><li>Small decision close </li></ul><ul><li>Minor-point close </li></ul>
  11. 11. Negotiating the deal <ul><li>Find out customer needs/wants </li></ul><ul><li>Provide a range of options/scenarios </li></ul><ul><li>for the customer </li></ul><ul><li>Allow for ‘room’ in the deal </li></ul><ul><li>Accept that the negotiation process will be uncomfortable </li></ul><ul><li>Don’t come across as desperate for the sale </li></ul><ul><li>Don’t show emotions or frustrations </li></ul><ul><li>Don’t take rejection personally </li></ul><ul><li>Adopt a ‘win-win’ approach </li></ul>
  12. 12. Selling online - factors to consider Factors Payment processing Ordering Security Tracking Costs Delivery Exchange rates Legal issues Data protection Returns Marketing
  13. 13. Selling overseas - issues to consider <ul><li>Culture , language and politics </li></ul><ul><li>Legislation </li></ul><ul><li>Currency and exchange rates </li></ul><ul><li>Economic conditions </li></ul><ul><li>Business practices </li></ul><ul><li>Logistics </li></ul><ul><li>Time zones </li></ul><ul><li>After sales approach </li></ul><ul><li>Legal issues e.g. distance selling legislation and e-commerce regulations </li></ul>
  14. 14. Customer care - the benefits <ul><li>Satisfied customers will recommend you to others </li></ul><ul><li>Encourages repeat sales </li></ul><ul><li>Customer loyalty </li></ul><ul><li>Dissatisfied customers will complain on average to 10 other people </li></ul><ul><li>Demonstrates professionalism </li></ul><ul><li>Improves reputation </li></ul><ul><li>Increases sales and profits </li></ul>
  15. 15. Customer care tactics <ul><li>After sales follow up calls </li></ul><ul><li>Customer feedback forms </li></ul><ul><li>Keep in regular contact with customers e.g. </li></ul><ul><ul><li>Telephone calls </li></ul></ul><ul><ul><li>Promotional mail shots </li></ul></ul><ul><ul><li>Newsletters/ e-zines </li></ul></ul><ul><li>User registration section on a website </li></ul><ul><li>Loyalty schemes and incentives </li></ul><ul><li>Special offers </li></ul><ul><li>Customer complaints policy and confidentiality policy </li></ul>
  16. 16. Business networking Informal networking Professional networking Social media networking Business networking is the process of establishing a mutually beneficial relationship with other business people, groups and customers
  17. 17. Types of networking <ul><li>Professional networking </li></ul><ul><li>Exhibitions and tradeshows </li></ul><ul><li>Trade events </li></ul><ul><li>Conferences </li></ul><ul><li>Business networking groups e.g. Chamber of commerce </li></ul><ul><li>Special interest events and networking </li></ul><ul><li>Speed networking </li></ul><ul><li>Seminars or workshops </li></ul><ul><li>Social media networking </li></ul><ul><li>Facebook/Twitter/Linked In </li></ul><ul><li>Online forums </li></ul><ul><li>Blogs </li></ul><ul><li>Informal networking </li></ul><ul><li>Social events </li></ul><ul><li>Sporting events </li></ul><ul><li>Whilst travelling </li></ul>
  18. 18. Networking effectively <ul><li>At events </li></ul><ul><li>Set networking goals/ objectives for each event </li></ul><ul><li>Try to get an attendee list prior to attending </li></ul><ul><li>Make a plan of who you would like to meet </li></ul><ul><li>Carry business cards and promotional materials </li></ul><ul><li>Practice introducing yourself </li></ul><ul><li>Develop your elevator pitch </li></ul><ul><li>Dress to impress! </li></ul><ul><li>Online </li></ul><ul><li>Carefully select appropriate online networks </li></ul><ul><li>Ensure that profiles include up-to-date information </li></ul><ul><li>Update blogs, profile pages etc. on a regular basis </li></ul><ul><li>Include useful and interesting information </li></ul><ul><li>Avoid making derogatory or controversial statements </li></ul>
  19. 19. <ul><li>Maintaining networks </li></ul><ul><li>Record details of any conversations </li></ul><ul><li>Follow up leads promptly </li></ul><ul><li>Develop a database of the contacts made </li></ul><ul><li>Follow up on agreed actions </li></ul><ul><li>Maintain regular contact with useful contacts </li></ul><ul><li>Provide referrals to contacts made </li></ul><ul><li>Maintaining online networks </li></ul><ul><li>Update profiles and blogs regularly </li></ul><ul><li>Contribute to forums with relevant and helpful information </li></ul><ul><li>Respond promptly to comments and messages </li></ul><ul><li>Utilise any promotional opportunities </li></ul>
  20. 20. Tendering - questions to consider <ul><li>What are the requirements and can they be met? </li></ul><ul><li>How much will it cost to prepare the tender </li></ul><ul><li>(time and money)? </li></ul><ul><li>Would the work fit with the aims/strategy of the business? </li></ul><ul><li>What is the financial return? </li></ul><ul><li>Can the deadlines be met? </li></ul><ul><li>What are the implications of not delivering? </li></ul><ul><li>What are the risk factors? </li></ul><ul><li>What are the contingency plans? </li></ul><ul><li>Are additional insurances required? </li></ul>
  21. 21. Selling and the law <ul><li>Distance Selling Regulations </li></ul><ul><li>Data Protection Act </li></ul><ul><li>Spam Legislation </li></ul><ul><li>E-commerce Regulations </li></ul><ul><li>Business Advertisements (Disclosure) Order </li></ul><ul><li>Sale of Goods Act </li></ul><ul><li>Trade Descriptions Act </li></ul><ul><li>Supply of Goods and Services Act </li></ul><ul><li>Consumer Safety Act </li></ul><ul><li>Labelling Regulations </li></ul><ul><li>Food Safety Act </li></ul><ul><li>Consumer Protection Act </li></ul>

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