The Power Series - The Success Factor
•
2 likes•354 views
Selling Face to Face - The Success Factor
Recommended
Recommended
More Related Content
What's hot
What's hot (19)
Viewers also liked
Viewers also liked (15)
Similar to The Power Series - The Success Factor
Similar to The Power Series - The Success Factor (20)
More from Richard Mulvey
More from Richard Mulvey (20)
Recently uploaded
Recently uploaded (20)
The Power Series - The Success Factor
- 1. Selling Face to Face The Success Factor
- 2. What is Selling? Helping the Customer to buy
- 3. Helping the customer to buy L T V ife ime alue
- 4. Customer
- 5. What do you call yourself? Sales Representative Sales Executive Sales Manager New Business Development Officer Technical Sales Person
- 6. What should you call yourself? Customer Representative Client Solutions Provider Customer Consultant Customer Support Staff Client Liaison Executive
- 7. The Success Factor S U C C E S S tart the Day nconditional Welcome ustomer Focus hoose ncouraging the customer olving their problems old
- 8. Start the Day The day starts before the day starts Where do your new customers come from? Success
- 9. Where do you get new customers from? Cold Calling Referrals Advertising Walk In’s / Phone In’s Success
- 10. Referrals Always ask the question The 5 Card Trick Give your customers referrals Trade Referrals Reward Referrals Set Targets Success
- 12. Unconditional Welcome How do you make people Feel Welcome? Success
- 13. 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 Success
- 14. The Customer Your Company Yourself Success You’ve only got 4 minutes
- 15. The Eyes Success
- 16. Unconditional Welcome Find out their name Use positive Body Language Approach them correctly Walk forward and Smile E.S.P. Success
- 18. 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 Success
- 19. 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 Success
- 20. Beyond Simple Needs Needs Wants Desires I need a Car to get to work I want a Practical Car I desire a BMW Success
- 21. Emotionally How are Buying Decisions Made? Success
- 24. Buzz Groups What emotions are involved in the purchase of your products?
- 25. Customer Focus Always ask the right questions Success
- 26. Open Questions Closed Questions Who, What, Where, When, Why, How Do, Does, Did, Are, Has, Have, Is, Could , Can, Would, Will ... etc. Success Customer Focus
- 27. The Sales Conversation Open Question Need Closed Question Confirm the need Support Benefit Agreement Success
- 28. Help the Customer to Choose Become the expert Use open questions Sound interested /Listen Care Success
- 29. Encourage the Customer Success Flatter the customer Cross Selling/ Up-selling Use Open Questions
- 30. Solve the Customer’s Problems Look for Objections Handle Objections Success
- 31. Objections Listen to the whole objection Clarify the objection Success
- 32. It’s too expensive! Clarify the Objection “You are right, Mr Customer, it is a considerable investment. Is it the actual price that worries you or is there something I have missed?” Success Objections
- 33. Listen to the whole objection Clarify the objection Answer the objection Get agreement Success Objections
- 34. Solving the Customer’s Problems Opposition Objection I don’t want to buy a Black bag Indifferent Objection I don’t really need a new Geezer Sceptical Objection I don’t believe this tap will work Success
- 35. 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 Success
- 36. Add Take away Multiply Divide all the benefits what the customer will lose the savings the extra cost by some appropriate figure Success Opposition
- 37. Indifference Keep Going…. using open questions to uncover their needs Success
- 38. Sceptical You cannot talk your way out of a sceptical objection Show the customer some independent proof Demonstrate it Guarantee it Success
- 40. Closing the Sale Look for Buying Signals Summerise the Benefits Ask for the sale SHUT UP! Success
- 41. The Alternative Close Closing the Sale
- 42. The Success Factor S U C C E S S tart the Day nconditional Welcome ustomer Focus hoose ncouraging the customer olving the problems old
- 43. Selling Face to Face The Success Factor www.powerseries.co.za
- 44. Body Language for Negotiators The Eyes
- 46. Body Language for Negotiators Table Layout Personal Boundaries
- 47. NegotiationOpen and Closed Questions Open Closed Who, What, Where, When, Why, How Do, Does, Did, Are, Has, Hav Is, Could , Can, Would, Will etc.
- 48. NegotiationOpen and Closed Questions Open Closed Who, What, Where, When, Why, How Do, Does, Did, Are, Has, Hav Is, Could , Can, Would, Will etc.