Selling Skills Training   Strive Training Australia Pty Ltd www.strive.com.au
F&B Roadmap
 
<ul><li>Opening </li></ul><ul><ul><ul><li>Welcome </li></ul></ul></ul><ul><ul><ul><li>Build rapport </li></ul></ul></ul><u...
<ul><li>Wants & Needs </li></ul>
<ul><li>Wants & Needs </li></ul><ul><li>Wants </li></ul><ul><ul><ul><li>Something that the customer would like, but may no...
<ul><li>Wants & Needs </li></ul><ul><li>Needs </li></ul><ul><ul><ul><li>Something that the customer really needs </li></ul...
 
<ul><li>Close – Make the sale! </li></ul><ul><li>Then </li></ul><ul><ul><ul><li>Add on </li></ul></ul></ul><ul><ul><ul><li...
 
<ul><li>Features & Benefits </li></ul><ul><li>Feature </li></ul><ul><ul><ul><li>A unique feature of the product </li></ul>...
<ul><li>Features & Benefits </li></ul><ul><li>Benefit </li></ul><ul><ul><ul><li>A unique benefit that the customer will re...
 
 
<ul><li>Trail Close </li></ul><ul><li>“ testing the water” – correct identification of wants and needs </li></ul><ul><li>P...
<ul><li>Objections </li></ul><ul><li>Don’t take personally </li></ul><ul><li>Customer is simply saying, “you have not conv...
<ul><li>Group Activity </li></ul><ul><li>Dealing with a customer’s objection </li></ul>
<ul><li>Types of Customers </li></ul>
<ul><li>Types of Customers </li></ul><ul><ul><ul><li>Rushed Customer </li></ul></ul></ul>
<ul><li>Types of Customers </li></ul><ul><ul><ul><li>Impulse Customer </li></ul></ul></ul>
<ul><li>Types of Customers </li></ul><ul><ul><ul><li>Destination Customer </li></ul></ul></ul>
<ul><li>Types of Customers </li></ul><ul><ul><ul><li>Browsing Customer </li></ul></ul></ul>
<ul><li>Types of Customers </li></ul><ul><ul><ul><li>New Customer </li></ul></ul></ul>
<ul><li>Question Time </li></ul>
Strive Training Australia Pty Ltd www.strive.com.au 1800 647 416 +61 7 3902 6888
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Selling Skills 2008

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overview of key aspects of the selling road map

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Selling Skills 2008

  1. 1. Selling Skills Training Strive Training Australia Pty Ltd www.strive.com.au
  2. 2. F&B Roadmap
  3. 4. <ul><li>Opening </li></ul><ul><ul><ul><li>Welcome </li></ul></ul></ul><ul><ul><ul><li>Build rapport </li></ul></ul></ul><ul><ul><ul><li>Wants and needs </li></ul></ul></ul>
  4. 5. <ul><li>Wants & Needs </li></ul>
  5. 6. <ul><li>Wants & Needs </li></ul><ul><li>Wants </li></ul><ul><ul><ul><li>Something that the customer would like, but may not necessarily need </li></ul></ul></ul>
  6. 7. <ul><li>Wants & Needs </li></ul><ul><li>Needs </li></ul><ul><ul><ul><li>Something that the customer really needs </li></ul></ul></ul>
  7. 9. <ul><li>Close – Make the sale! </li></ul><ul><li>Then </li></ul><ul><ul><ul><li>Add on </li></ul></ul></ul><ul><ul><ul><li>Congratulate / reassure </li></ul></ul></ul><ul><ul><ul><li>Invite back </li></ul></ul></ul>
  8. 11. <ul><li>Features & Benefits </li></ul><ul><li>Feature </li></ul><ul><ul><ul><li>A unique feature of the product </li></ul></ul></ul><ul><ul><ul><li>Consider a high fiber, low GI Bread e.g. price, type of bread, low GI </li></ul></ul></ul>
  9. 12. <ul><li>Features & Benefits </li></ul><ul><li>Benefit </li></ul><ul><ul><ul><li>A unique benefit that the customer will receive </li></ul></ul></ul><ul><ul><ul><li>e.g. savings, kids will eat, reduce cholesterol </li></ul></ul></ul>
  10. 15. <ul><li>Trail Close </li></ul><ul><li>“ testing the water” – correct identification of wants and needs </li></ul><ul><li>Paving the way to making the sale </li></ul>
  11. 16. <ul><li>Objections </li></ul><ul><li>Don’t take personally </li></ul><ul><li>Customer is simply saying, “you have not convinced me of the value yet!” </li></ul>
  12. 17. <ul><li>Group Activity </li></ul><ul><li>Dealing with a customer’s objection </li></ul>
  13. 18. <ul><li>Types of Customers </li></ul>
  14. 19. <ul><li>Types of Customers </li></ul><ul><ul><ul><li>Rushed Customer </li></ul></ul></ul>
  15. 20. <ul><li>Types of Customers </li></ul><ul><ul><ul><li>Impulse Customer </li></ul></ul></ul>
  16. 21. <ul><li>Types of Customers </li></ul><ul><ul><ul><li>Destination Customer </li></ul></ul></ul>
  17. 22. <ul><li>Types of Customers </li></ul><ul><ul><ul><li>Browsing Customer </li></ul></ul></ul>
  18. 23. <ul><li>Types of Customers </li></ul><ul><ul><ul><li>New Customer </li></ul></ul></ul>
  19. 24. <ul><li>Question Time </li></ul>
  20. 25. Strive Training Australia Pty Ltd www.strive.com.au 1800 647 416 +61 7 3902 6888

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