Opportunity Sales Plan

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Sales Req

Sales Req

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  • 1.  
  • 2. SELLING SKILLS
  • 3. What Kind Of Customer are You? For a long time, in the early stages of an idea , the entrepreneur may be the only person who can see the opportunity . Customer Centric Selling
  • 4. "The most successful people in any industry are seldom the smartest or best looking...they're the people who can sell"—Len Foley Customer Centric Selling
  • 5. Customer Centric Selling
            • What is selling?
    Selling is taking an idea, planting the idea in your customers minds and making them feel they thought of it..but do it ethically.
  • 6. Customer Centric Selling
    • Six Selling Themes
    • Differentiate Customers - Bank Accounts
    • Design Differentiated Offerings –Credit Card
    • Keep Existing Customers - ATM-Debit Card
    • Exploit Cross Potential – Other Bank customers
    • Exploit Loyalty Potential –-Debit Card
    • Maximizing Life Time Value – Lifetime free credit card
  • 7. Competitive Advantage
    • Someone can copy your business strategy
    • Someone can copy your marketing Approach
    • Someone can copy your product
    • Someone can copy your manufacturing capabilities
    • Someone can copy your market access
    No one can copy your knowledge and relations with your customers
  • 8. Core Processes Retain current customers Sell more to current customers Acquire new customers
  • 9. Core Processes Retain current customer Sell more to current customers Acquire new customers
  • 10. Relation between acquisition costs revenues and margins Acquisition costs Lifetime value Referrals Increase of margins Cross selling Additional Turnover Basic turnover
  • 11. Customer Centric Selling
    • Customers are:
      • More Aware
      • More demanding & powerful.
      • Less Loyal
  • 12. Selling to an Existing & a New Customer Role Play Customer Centric Selling
  • 13. Customer Centric Selling
    • The Customer Centered Decision Cycle
    • Satisfaction
    • Acknowledgement
    • Decision
    • Investigation
    • Selection
    • Reconsideration
  • 14. Customer Centric Selling
    • The Only Two Things Customers Ever Buy
        • Good Feelings
        • Solutions to problems
  • 15. Tracking Decision Making Process Customer Centric Selling
  • 16. The Customer Centered Selling Cycle
    • Research Stage
    • Analysis Stage
    • Requirement Stage
    • Confirmation Stage
    • Specification Stage
    • Solution Stage
    • Close Stage
    • Maintenance Stage
  • 17. Research Stage
    • Determine the decision maker
    • Basic Information
    • Earn the customer’s Trust
    • Ask Questions which play to your strength
  • 18. Analysis Stage
    • The intent of selling is to protect the customer from ‘what if’ not ‘what is’.
    • If they cry;they’ll buy
  • 19. Requirement stage
    • Discover the Solution
    • List & Confirm Needs
  • 20. Confirmation Stage
    • Test Understanding
  • 21. Specification Stage
    • Lock out misunderstandings & Competition
    • Commit to Specifications
  • 22. Solution stage
    • Recommend a Solution
    • Provide Alternatives
    • Gain An Agreement
  • 23. Close Stage
    • Reinforce benefits
    • Ask for Lead
  • 24. The Customer Centered Selling Cycle After Sales Service Remember if you are not watching the customer somebody else may be watching
  • 25. Customer Centric Selling
    • What to do when the customer cannot make up his mind?
      • The customer does not know everything about everything he buys.
    • Don’t give the customer too many options
      • Example : Internet Access
  • 26. Customer Centric Selling
    • What to do when the customer raises obstacles or objections to buying?
    • When they object give them more
    • Solutions & good Feelings.
  • 27. People Hate to be Sold But Love To Buy Customer Centric Selling
  • 28. Sales Secrets
    • 2 Magic Words for Sales Success
      • Stop….. Selling
      • The reason why Everyone wants to buy
      • Because they only care about what interests them.
      • How to Turn Every person into a Life long customer.
      • Active Listening
    Your customers are desperate to be heard & acknowledged!
  • 29. Customer Centric Selling
    • Selling our existing customer a different product
    • For e.g: If we have Mr.X holding a Insurance Company we can convince him to open a CMS Licenses with us
    What is Cross Selling ?
  • 30. Customer Centric Selling Understanding the type of customer Creating a want in the customer Suggesting product according to his needs and pushing the right product Highlighting on the unique selling points of the product For e.g: If Mr B is a citizen you can cross sell a outsourcing services which is carrying good rate of returns which are flexible.
  • 31. One stop shop for customers Customer Centric Selling
  • 32. Customer Centric Selling Cross selling Role Play
  • 33. Cross selling Customer Centric Selling
  • 34.  
  • 35.  
  • 36.