Make Sales
Recommendations
Http://www.power-hour.co.uk – Bite Size Training Materials
Make Recommendations
Make Sales
Recommendations
Http://www.power-hour.co.uk – Bite Size Training Materials 2012
By the end of the Power Hour yo...
Make Sales
Recommendations
Http://www.power-hour.co.uk – Bite Size Training Materials 2012
FABs
Customers don't buy featur...
Make Sales
Recommendations
Http://www.power-hour.co.uk – Bite Size Training Materials 2012
Structuring your Recommendation...
Make Sales
Recommendations
Http://www.power-hour.co.uk – Bite Size Training Materials 2012
Structuring your Recommendation...
Make Sales
Recommendations
Http://www.power-hour.co.uk – Bite Size Training Materials 2012
Logic and Emotion
• People tend...
Make Sales
Recommendations
Http://www.power-hour.co.uk – Bite Size Training MaterialsTrain the Trainer Oct 2011
Logic and ...
Make Sales
Recommendations
Http://www.power-hour.co.uk – Bite Size Training Materials 2012
Make it Work at Work
What are y...
Make Sales
Recommendations
Http://www.power-hour.co.uk – Bite Size Training Materials 2012
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Make sales recommendations

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Slides to accompany a bite-size training session on making recommendations to customers in a sales situation. Full training materials including Session Leaders Notes, Delegate Workbook and any Activity handouts can be purchased licence-free from http://www.power-hour.co.uk/trainingmaterialsshop. Prices start from £30 + VAT

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Make sales recommendations

  1. 1. Make Sales Recommendations Http://www.power-hour.co.uk – Bite Size Training Materials Make Recommendations
  2. 2. Make Sales Recommendations Http://www.power-hour.co.uk – Bite Size Training Materials 2012 By the end of the Power Hour you will be able to: • Explain why we should recommend and demonstrate as part of the sales process • Use features and benefits to help a customer to understand what a product or service will do for them • Structure your presentation to communicate key points effectively
  3. 3. Make Sales Recommendations Http://www.power-hour.co.uk – Bite Size Training Materials 2012 FABs Customers don't buy features, they don't even buy the advantages - what they buy is what the product's features and advantages will do for them, which in sales language is called the benefit. • A feature is a characteristic of a product or service • A benefit is what the feature will do for you The simplest way to explain the features and benefits of your product or service is to say “This product/service has …which means that…”
  4. 4. Make Sales Recommendations Http://www.power-hour.co.uk – Bite Size Training Materials 2012 Structuring your Recommendation • What the current situation is Position • What problems/ opportunities this provides Options • What you recommend should be done Proposal
  5. 5. Make Sales Recommendations Http://www.power-hour.co.uk – Bite Size Training Materials 2012 Structuring your Recommendation • What the current situation is Situation • What problems this causes now, or may in the future Problem • What may happen if no action is taken Implications • What you recommend should be done Proposal
  6. 6. Make Sales Recommendations Http://www.power-hour.co.uk – Bite Size Training Materials 2012 Logic and Emotion • People tend to buy on emotion, rather than logic. Although (as a rule), men will follow a more logical path towards the purchase than women, the final decision for both sexes will nearly always be an emotional one. • You must tap into this emotion early and rather than just concentrating upon the features that might suit the customer, find out how they feel about certain things.
  7. 7. Make Sales Recommendations Http://www.power-hour.co.uk – Bite Size Training MaterialsTrain the Trainer Oct 2011 Logic and Emotion Appealing to LOGIC • Highlight exactly which needs specific features meet, or the problems they solve. • Refer back to specific requirements that the customer has highlighted, and show how your product/service meets them. • Ask them what they think about the product/service • Check that you have answered all of their questions Appealing to EMOTION • Paint a word picture to help the customer to visualise themselves using the product or service • Reflect back some of the benefits that they have identified themselves • Ask them how they feel about the product/service, and engage them in sharing their vision • The more real you can make it, the more compelling it will be
  8. 8. Make Sales Recommendations Http://www.power-hour.co.uk – Bite Size Training Materials 2012 Make it Work at Work What are you going to DO as a result of this Power Hour Session?
  9. 9. Make Sales Recommendations Http://www.power-hour.co.uk – Bite Size Training Materials 2012 These slides have been produced as an optional resource to support a Bite-Size Training session on this subject. A full set of materials, including detailed Session Leader’s Guide, Delegate Workbook and supporting activities can be purchased from our Training Shop Our Training materials are licence-free, but are for use by the purchaser only. They CANNOT be passed or sold on.

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