Personal Selling

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Quick Slideshow on Personal Selling - Bonus for Chris Shallow Intro to Marketing @ Tiffin University

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Personal Selling

  1. 1. Personal Selling Process<br />By: Martina Dudicova<br />For: Chris Shallow<br />Course: Intro to Marketing Summer 2010<br />June 13, 2010<br />1<br />Tiffin University, Prague - Martina Dudicova<br />
  2. 2. FIRST!<br />GUIDELINE STEPS <br />PROCESS TO SELL<br />June 13, 2010<br />Tiffin University, Prague - Martina Dudicova<br />2<br />
  3. 3. Guideline to sell yourself<br />Be Real, Be true, Be you<br />Competent, likeable, lucky<br />June 13, 2010<br />Tiffin University, Prague - Martina Dudicova<br />3<br />Guideline steps:<br />
  4. 4. Outline to reach success<br />Steps in the selling process<br /><ul><li> Prospecting and qualifying
  5. 5. Pre-approach
  6. 6. Approach
  7. 7. Present and demonstrate
  8. 8. Handle objections
  9. 9. Close & make the deal
  10. 10. Follow up </li></ul>June 13, 2010<br />Tiffin University, Prague - Martina Dudicova<br />4<br />Process to sell:<br />
  11. 11. June 13, 2010<br />Tiffin University, Prague - Martina Dudicova<br />5<br />
  12. 12. Be Real, Be true, Be you<br />Don’t try to impress your clients by being someone you are not<br /> Try to express your value, and emotions to the customer <br />June 13, 2010<br />Tiffin University, Prague - Martina Dudicova<br />6<br />
  13. 13. Competent, likeable, lucky <br />Competence and likeness are key criteria sellers should have<br />Luck depends on the perception of the customers; if your are perceived to be competent and likeable in minds of customers…then you will be<br />Once developed likeness and perceived competence you are on your way to luck<br />LUCK IS NOT A COINCIDANCE <br />June 13, 2010<br />Tiffin University, Prague - Martina Dudicova<br />7<br />
  14. 14. 1.) Prospecting & Qualifying<br />First step  identifying potential customer<br />There is a need to segment and target the customer, otherwise you will not know who to fully satisfy<br /><ul><li>how to qualify: by financial ability, volume, locations, special needs, etc.</li></ul>June 13, 2010<br />Tiffin University, Prague - Martina Dudicova<br />8<br />
  15. 15. 2.) Pre-approach<br />The step in the selling process where the salesperson learns as much about the prospected customer as possible before calling<br /><ul><li>Begin with good research
  16. 16. Translate data into useful information FOR the customer
  17. 17. Prepare questions and answers
  18. 18. Don’t plan what will be discussed during the meeting. A better approach is to plan what you would like your prospect to give you during the meeting</li></ul>June 13, 2010<br />Tiffin University, Prague - Martina Dudicova<br />9<br />
  19. 19. 3.)Approach:Evoke Emotions<br />Step in the selling process where customer and salesperson meet for the first time<br /><ul><li>In selling, a high emotional intelligence can be more useful than a high IQ
  20. 20. Logic on its own has very little persuasive power. You should speak more to the heart than the head
  21. 21. “Mankind are governed more by their feelings than by reason” - Samuel Adams (American patriot and politician)</li></ul>June 13, 2010<br />Tiffin University, Prague - Martina Dudicova<br />10<br />
  22. 22. 3.)Approach:Evoke Emotions continued..<br /><ul><li>Make eye contact
  23. 23. Use body language through: face, voice, body, and mind
  24. 24. “The city is not a concrete jungle, it is a human zoo” Desmond Morris, body language expert
  25. 25. Listen to the customer, and ask them questions
  26. 26. People buy from people that they can trust and are friendly</li></ul>June 13, 2010<br />Tiffin University, Prague - Martina Dudicova<br />11<br />
  27. 27. Approach<br />IMPORTANCE OF BODY LANGUAGE IN SELLING<br />Communication face-to face<br />June 13, 2010<br />Tiffin University, Prague - Martina Dudicova<br />12<br />
  28. 28. 4.) Present & Demonstrate<br />June 13, 2010<br />Tiffin University, Prague - Martina Dudicova<br />13<br />Presentation: step in the selling process in which the sales person tells the “value story” and offers solutions to customer problems.<br /><ul><li>Buyers want ANSWERS & RESULTS
  29. 29. Buyers want product that ADD VALUE
  30. 30. SALESPEOPLE need to LISTEN, while BUYERS do the TALKING</li></li></ul><li>Presentation continued..<br /><ul><li>Sales people need to present BENEFITS not FEATURES
  31. 31. Feature is a factual statement about the product or service being promoted. But features aren't what entice customers to buy.
  32. 32. A benefit answers the question "What's in it for me?,” and entices a customer to buy</li></ul>Feature : “batteries included”<br />Benefit: The benefit of batteries included is the product is ready to use out of the box.<br />Benefit to the customer : “I'll never have to see the crushed look on my child's face when his toy won't work because I forgot to buy batteries”<br />June 13, 2010<br />Tiffin University, Prague - Martina Dudicova<br />14<br />
  33. 33. 5.) Handle Objections<br />Step in the selling process in which the salesperson seeks out, clarifies and overcomes customers objections to buying.<br /><ul><li>Every salesperson should take objectives positively, take it as an opportunity of more information to you, and turn objections into reasons for buying</li></ul>June 13, 2010<br />Tiffin University, Prague - Martina Dudicova<br />15<br />
  34. 34. 5.)Close & make the deal!<br />June 13, 2010<br />Tiffin University, Prague - Martina Dudicova<br />16<br />Closing: Step in which salesperson asks the the customer for an order<br />
  35. 35. Follow up<br />Last step in the selling process in which the salesperson follows up after the sale to ensure customer satisfaction and repeat business<br />June 13, 2010<br />Tiffin University, Prague - Martina Dudicova<br />17<br />
  36. 36. CONCLUSION<br /><ul><li>Sell your value not your product
  37. 37. Distinguish between Features and Benefits, and sell only benefits to a specific target customer
  38. 38. Know your customer before approaching them
  39. 39. Use body language and emotions throughout the selling process
  40. 40. And MOST IMPORTANTLY: be honest, be true, be likeable, be you</li></ul>June 13, 2010<br />Tiffin University, Prague - Martina Dudicova<br />18<br />
  41. 41. Bibliography<br />Arch Lustberg. How to Sell Yourself. Career Press March 2008. Retrieved June 4 2010 from OHIOLINK: http://proquest.safaribooksonline.com.proxy.ohiolink.edu:9099/9781564149985<br />Armstrong, G. and Kotler, A. (2010) Principles of Marketing. Edition13, pp.496 – 498. <br />Geoff King. The Secrets of Selling: How to win in any sales situation.FT Press published January 14, 2009. Retrieved June 13, 2010 from OHIOLINK: http://proquest.safaribooksonline.com.proxy.ohiolink.edu:9099/9780131370159<br />Laura ClampittDouglas. Marketing Features Vs. Benefits. Retrieved June 13, 2010 from: http://www.entrepreneur.com/magazine/homeofficemagcom/2000/december/34942.html<br />June 13, 2010<br />Tiffin University, Prague - Martina Dudicova<br />19<br />

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