The power series selling face to face
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The power series selling face to face
- 1. Selling Face to Face by Richard Mulvey 1Monday 19 October 15
- 2. What is Selling? Helping the Customer to Buy 2Monday 19 October 15
- 3. You’ve only got 4 minutes Know what you want to be Look what you want to be Act what you want to be Take Control 3Monday 19 October 15
- 4. The Customer Your Company Yourself You’ve only got 4 minutes 4Monday 19 October 15
- 5. The Eyes 5Monday 19 October 15
- 6. Memory Recall Creative Thinking The Eyes 6Monday 19 October 15
- 7. Watch the Eyes! 7Monday 19 October 15
- 8. Features / Needs / Benefits Feature Need Benefit Something that defines your product or service, and your company A customer requirement A feature that satisfies a need Customers can have both Positive and Negative Needs 8Monday 19 October 15
- 9. Open and Closed Questions Open Closed Who, What, Where, When, Why, How Do, Does, Did, Are, Has, Have, Is, Could , Can, Would, Will ... etc. 9Monday 19 October 15
- 10. The Sales Conversation Open Question ! ! Need Closed Question ! ! Confirm the need Support Benefit Agreement 10Monday 19 October 15
- 11. Three Types of Need Presumed Actual Unknown What the customer thinks he needs What the customer really needs What the customer was totally unaware of 11Monday 19 October 15
- 12. Beyond Simple Needs Needs Wants Desires I need a car to get me to work I want a practical car I desire a BMW 12Monday 19 October 15
- 13. Emotionally How are Buying Decisions Made? 13Monday 19 October 15
- 14. 14Monday 19 October 15
- 15. 15Monday 19 October 15
- 16. The Close Look for Buying Signals Summarize The Benefits Ask for the Business SHUT UP! 16Monday 19 October 15
- 17. Alternative Close Minor Point Close Compliment Close Suck it and See Close The Close 17Monday 19 October 15
- 18. Selling Face to Face by Richard Mulvey 18Monday 19 October 15
- 19. Objections Listen to the whole objection Clarify the objection 19Monday 19 October 15
- 20. It’s too expensive! Clarify the Objection “When you say it's too expensive, are you saying you cannot afford the price or is there something I've missed?” Objections 20Monday 19 October 15
- 21. Listen to the whole objection Clarify the objection Answer the objection Get agreement Objections 21Monday 19 October 15
- 23. Either ! Convert the objection to a need ! then provide your benefit that ! satisfies that need Or ! Minimize the objection and ! maximize the benefits you have ! already agreed Opposition 23Monday 19 October 15
- 24. Add Take away Multiply Divide all the benefits what the customer will lose the savings the extra cost by some appropriate figure Opposition 24Monday 19 October 15
- 25. Indifference Keep Going! If that doesn’t work….. Try your best feature 25Monday 19 October 15
- 26. Sceptical You cannot talk your way out of a sceptical objection Show the customer some independent proof Demonstrate it Guarantee it 26Monday 19 October 15
- 27. Selling Face to Face by Richard Mulvey 27Monday 19 October 15