Selling Skills 2008

Slide 1: Selling Skills Training Strive Training Australia Pty Ltd www.strive.com.au www.strive.com.au

Slide 2: F&B Roadmap www.strive.com.au

Slide 3: www.strive.com.au

Slide 4: • Opening • Welcome • Build rapport • Wants and needs www.strive.com.au

Slide 5: Wants & Needs www.strive.com.au

Slide 6: Wants & Needs Wants • Something that the customer would like, but may not necessarily need www.strive.com.au

Slide 7: Wants & Needs Needs • Something that the customer really needs www.strive.com.au

Slide 8: www.strive.com.au

Slide 9: • Close – Make the sale! Then • Add on • Congratulate / reassure • Invite back www.strive.com.au

Slide 10: www.strive.com.au

Slide 11: Features & Benefits Feature • A unique feature of the product • Consider a high fiber, low GI Bread e.g. price, type of bread, low GI www.strive.com.au

Slide 12: Features & Benefits Benefit • A unique benefit that the customer will receive • e.g. savings, kids will eat, reduce cholesterol www.strive.com.au

Slide 13: www.strive.com.au

Slide 14: www.strive.com.au

Slide 15: Trail Close • “testing the water” – correct identification of wants and needs • Paving the way to making the sale www.strive.com.au

Slide 16: Objections • Don’t take personally • Customer is simply saying, “you have not convinced me of the value yet!” www.strive.com.au

Slide 17: Group Activity • Dealing with a customer’s objection www.strive.com.au

Slide 18: Types of Customers www.strive.com.au

Slide 19: Types of Customers • Rushed Customer www.strive.com.au

Slide 20: Types of Customers • Impulse Customer www.strive.com.au

Slide 21: Types of Customers • Destination Customer www.strive.com.au

Slide 22: Types of Customers • Browsing Customer www.strive.com.au

Slide 23: Types of Customers • New Customer www.strive.com.au

Slide 24: Question Time www.strive.com.au

Slide 25: Strive Training Australia Pty Ltd www.strive.com.au 1800 647 416 +61 7 3902 6888 www.strive.com.au