Page 1
www.ReadySetPresent.com
Page 2
www.ReadySetPresent.com
Program ObjectivesProgram Objectives (1 of
2)
 Define value-added selling and identify
way...
Page 3
www.ReadySetPresent.com
Program ObjectivesProgram Objectives (2 of
2)
 Analyze your products/services to
determine...
Page 4
www.ReadySetPresent.com
A ChallengeA Challenge
Please Write One Sentence
Definitions for
RELATIONSHIP, OBJECTIONS,
...
Page 5
www.ReadySetPresent.com
How and What Can YouHow and What Can You
Do?Do? When it does occur, why do you
lose existi...
Page 6
www.ReadySetPresent.com
Value-Added SellingValue-Added Selling
TechniquesTechniques (1 of 6)
 Refer to your experi...
Page 7
www.ReadySetPresent.com
 Tell customers about a variety
of products and services –
those of competitors as well
as...
Page 8
www.ReadySetPresent.com
 Link the customer to any
support people in your
organization who can help,
advise or add ...
Page 9
www.ReadySetPresent.com
 Respond promptly to
customer inquiries and stay
in touch with a number of
people in the c...
Page 10
www.ReadySetPresent.com
 Initiate discussions about
innovative ways customers
can solve problems or
improve opera...
Page 11
www.ReadySetPresent.com
 Show interest in customers’
future goals and operations in
addition to helping them solv...
Page 12
www.ReadySetPresent.com
The Competitive AdvantageThe Competitive Advantage (1 of 4)
 The Physical Product Itself....
Page 13
www.ReadySetPresent.com
About This Product:About This Product:
To download this entire Sales PowerPoint presentati...
Upcoming SlideShare
Loading in …5
×

Sales great value

3,105 views

Published on

Published in: Business
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
3,105
On SlideShare
0
From Embeds
0
Number of Embeds
3
Actions
Shares
0
Downloads
73
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

Sales great value

  1. 1. Page 1 www.ReadySetPresent.com
  2. 2. Page 2 www.ReadySetPresent.com Program ObjectivesProgram Objectives (1 of 2)  Define value-added selling and identify ways you can add value to the sales situation.  Identify specific value-added selling practices that you would like to use in customer relationships.  Use a three-step process for handling customer objections.
  3. 3. Page 3 www.ReadySetPresent.com Program ObjectivesProgram Objectives (2 of 2)  Analyze your products/services to determine what benefits they provide and how they meet customer needs.  Identify any obstacles to closing the sale and select strategies for over- coming them.  Follow guidelines for closing sales successfully.
  4. 4. Page 4 www.ReadySetPresent.com A ChallengeA Challenge Please Write One Sentence Definitions for RELATIONSHIP, OBJECTIONS, SOLUTIONS, and CLOSING in SALES.
  5. 5. Page 5 www.ReadySetPresent.com How and What Can YouHow and What Can You Do?Do? When it does occur, why do you lose existing accounts to competitors?  What can you do to strengthen relationships with your existing accounts?  What factors or events might get in the way of achieving these goals?
  6. 6. Page 6 www.ReadySetPresent.com Value-Added SellingValue-Added Selling TechniquesTechniques (1 of 6)  Refer to your experience with other organizations to show customers that you understand their business and industry and are qualified to meet their needs.
  7. 7. Page 7 www.ReadySetPresent.com  Tell customers about a variety of products and services – those of competitors as well as of your own company – that may meet their needs. Value-Added SellingValue-Added Selling TechniquesTechniques (2 of 6)
  8. 8. Page 8 www.ReadySetPresent.com  Link the customer to any support people in your organization who can help, advise or add value to the customer's use of products and services. Value-Added SellingValue-Added Selling TechniquesTechniques (3 of 6)
  9. 9. Page 9 www.ReadySetPresent.com  Respond promptly to customer inquiries and stay in touch with a number of people in the customer’s organization, not just the top decision makers. Value-Added SellingValue-Added Selling TechniquesTechniques (4 of 6)
  10. 10. Page 10 www.ReadySetPresent.com  Initiate discussions about innovative ways customers can solve problems or improve operations, and work with them to act on these potential improvements. Value-Added SellingValue-Added Selling TechniquesTechniques (5 of 6)
  11. 11. Page 11 www.ReadySetPresent.com  Show interest in customers’ future goals and operations in addition to helping them solve existing problems and meet current needs. Value-Added SellingValue-Added Selling TechniquesTechniques (6 of 6)
  12. 12. Page 12 www.ReadySetPresent.com The Competitive AdvantageThe Competitive Advantage (1 of 4)  The Physical Product Itself. (Competitive features and benefits).  The Deal. (Terms, credit, availability, delivery, installation, ongoing support and application ideas).
  13. 13. Page 13 www.ReadySetPresent.com About This Product:About This Product: To download this entire Sales PowerPoint presentation visitTo download this entire Sales PowerPoint presentation visit ReadySetPresent.comReadySetPresent.com Over 100+ slides on topics such as: analyzing yourOver 100+ slides on topics such as: analyzing your product/service, value added techniques, gaining the competitiveproduct/service, value added techniques, gaining the competitive advantage, ways for overcoming objections, how to sell features-advantage, ways for overcoming objections, how to sell features- benefits-solutions, reading your customer's signals, handlingbenefits-solutions, reading your customer's signals, handling indecisive clients, closing the sale, how-to's and more. Royalty Freeindecisive clients, closing the sale, how-to's and more. Royalty Free - Use Them Over and Over Again.- Use Them Over and Over Again. Please Visit: www.ReadySetPresent.comPlease Visit: www.ReadySetPresent.com

×