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    Selling Selling Presentation Transcript

    • 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
    • "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
    • 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.
    • 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
    • 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
    • Core Processes Retain current customers Sell more to current customers Acquire new customers
    • Core Processes Retain current customer Sell more to current customers Acquire new customers
    • Relation between acquisition costs revenues and margins Acquisition costs Lifetime value Referrals Increase of margins Cross selling Additional Turnover Basic turnover
    • Customer Centric Selling
      • Customers are:
        • More Aware
        • More demanding & powerful.
        • Less Loyal
    • Selling to an Existing & a New Customer Role Play Customer Centric Selling
    • Customer Centric Selling
      • The Customer Centered Decision Cycle
      • Satisfaction
      • Acknowledgement
      • Decision
      • Investigation
      • Selection
      • Reconsideration
    • Customer Centric Selling
      • The Only Two Things Customers Ever Buy
          • Good Feelings
          • Solutions to problems
    • Tracking Decision Making Process Customer Centric Selling
    • The Customer Centered Selling Cycle
      • Research Stage
      • Analysis Stage
      • Requirement Stage
      • Confirmation Stage
      • Specification Stage
      • Solution Stage
      • Close Stage
      • Maintenance Stage
    • Research Stage
      • Determine the decision maker
      • Basic Information
      • Earn the customer’s Trust
      • Ask Questions which play to your strength
    • Analysis Stage
      • The intent of selling is to protect the customer from ‘what if’ not ‘what is’.
      • If they cry;they’ll buy
    • Requirement stage
      • Discover the Solution
      • List & Confirm Needs
    • Confirmation Stage
      • Test Understanding
    • Specification Stage
      • Lock out misunderstandings & Competition
      • Commit to Specifications
    • Solution stage
      • Recommend a Solution
      • Provide Alternatives
      • Gain An Agreement
    • Close Stage
      • Reinforce benefits
      • Ask for Lead
    • The Customer Centered Selling Cycle After Sales Service Remember if you are not watching the customer somebody else may be watching
    • 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
    • Customer Centric Selling
      • What to do when the customer raises obstacles or objections to buying?
      • When they object give them more
      • Solutions & good Feelings.
    • People Hate to be Sold But Love To Buy Customer Centric Selling
    • 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!
    • 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 ?
    • 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.
    • One stop shop for customers Customer Centric Selling
    • Customer Centric Selling Cross selling Role Play
    • Cross selling Customer Centric Selling