Effective selling techniques

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Effective selling techniques

  1. 1. With A Focus on Overcoming Objectionsmore report related to selling are available at www.exportpakistan.blogspot.com
  2. 2. Agenda 1. Introduction 2. DuPont CORIAN® Market Research 3. Seven Steps to Successful Selling 4. Questions and Wrap-Upmore report related to selling are available at www.exportpakistan.blogspot.com
  3. 3. Market ResearchIn our latest survey, we talked to consumers, bothprospects and owners of CORIAN®:•Females between the age of 25 and 64•Incomes over $35,000•Homeowners who have remodeled in the pastfive years or plan to remodel in the next two yearsHere’s what we found...more report related to selling are available at www.exportpakistan.blogspot.com
  4. 4. Awareness is high and rising!68% of consumers are aware of CORIAN® and they have a favorable impression of the product . more report related to selling are available at www.exportpakistan.blogspot.com
  5. 5. Consumer preference has doubled! Today, 28% of consumers sayCORIAN® is their first and only choice! (Compared to 13% in 1995)Yet, amazingly, only currently own 4% CORIAN®. more report related to selling are available at www.exportpakistan.blogspot.com
  6. 6. Consider this:If we can close even half the gap between preference and purchases, your CORIAN®business would more than triple in sales! more report related to selling are available at www.exportpakistan.blogspot.com
  7. 7. The Great Opportunity Gap! Higher awareness and strongerpreference make your opportunities better than ever… BUT, YOU HAVE TO CLOSE THE GAP! more report related to selling are available at www.exportpakistan.blogspot.com
  8. 8. Selling is a skill and like any skill, you can learn it! Good salespeople are made, not born.Top salespeople have a very positive perception of themselves; they see themselves as aconsultant, an expert resolving their customer’s problems.They see themselves as completely professionalpeople in a highly respected profession and they have high ethical standards. more report related to selling are available at www.exportpakistan.blogspot.com
  9. 9. Selling is the transfer of enthusiasm! . The more enthusiastic and knowledgeable you are about yourproduct, the more effectively you can communicate.80% OF SELLING IS PSYCHOLOGICAL AND 20% IS TECHNICAL more report related to selling are available at www.exportpakistan.blogspot.com
  10. 10. Seven Steps ofSuccessful Selling Consumers rate these issues as “important” when purchasing a “large ticket” item. Quality of the product Brand recognition Follow-up support (trouble-free ownership, e.g. Lexus and Infiniti) Reputation of the product and the company that makes it Terms Delivery and installation: dependable Price more report related to selling are available at www.exportpakistan.blogspot.com
  11. 11. Seven Steps ofSuccessful Selling Consultative Selling is the process of asking the consumer questions throughout the sale to reach agreement on each aspect of the purchase. When you learn to do that effectively, closing is a natural progression in the sale. In essence you are acting as a ‘consultant’ rather than a salesperson. more report related to selling are available at www.exportpakistan.blogspot.com
  12. 12. Seven Steps ofSuccessful Selling 1. Prospecting and Getting Customers 2. Build Rapport and Trust 3. Identifying Customer Needs 4. Presenting Solutions 5. Answering Objections 6. Get A Commitment 7. Follow Through/Follow Up more report related to selling are available at www.exportpakistan.blogspot.com
  13. 13. Seven Steps ofSuccessful Selling 1. Prospecting and Getting Customers Identify your target market and structure your offering to the consumer accordingly. more report related to selling are available at www.exportpakistan.blogspot.com
  14. 14. Seven Steps ofSuccessful Selling 2. Build Rapport and Trust Listen to the customer. Build a bridge to the customer and personalize your relationship. Establish your credentials and integrity. more report related to selling are available at www.exportpakistan.blogspot.com
  15. 15. “Old” Model of Selling 10% Establishing Rapport 20% Qualifying 30% “Selling” (Presenting) 40% Closing more report related to selling are available at www.exportpakistan.blogspot.com
  16. 16. “New” Model of Selling 40% Developing Trust and Rapport 30% Defining Needs & Problems 20% Describing Features & Benefits 10% Closing more report related to selling are available at www.exportpakistan.blogspot.com
  17. 17. Seven Steps ofSuccessful Selling 3. Identifying Customer Needs Get to know your customer by asking questions. Remember the person asking the questions is the one in charge of the conversation. Establish an “investment” figure. Establish a customer timetable. more report related to selling are available at www.exportpakistan.blogspot.com
  18. 18. Fact Finding Questions Are you planning to build or remodel? What are you looking for ? (What is it you want/need?) When are you planning to start the project? Where is the project located? What overall “investment figure” did you have in mind? more report related to selling are available at www.exportpakistan.blogspot.com
  19. 19. Types of Questions  Closed End Question  “May I help you?”  Open End Question  “What are you looking for today?”  High Value Question  “What are the three things you like least about your kitchen today?”  Need Payoff Question  “Would it be useful to you to cut the amount of time you spend cleaning your bathroom?” more report related to selling are available at www.exportpakistan.blogspot.com
  20. 20. Seven Steps ofSuccessful Selling 4. Presenting Solutions Present the complete package listing the features and benefits of Corian®. more report related to selling are available at www.exportpakistan.blogspot.com
  21. 21. Seven Steps ofSuccessful Selling  “What is Corian®”  “Why Should I Buy Corian®?”  “How Can I Afford Corian®” more report related to selling are available at www.exportpakistan.blogspot.com
  22. 22. Seven Steps ofSuccessful Selling  “What is Corian®?” Blend of natural minerals with pure acrylic ○ Acrylic provides strength, durability, UV resistance. ○ Natural minerals add visual texture and color 100% solid ○ Consistent color throughout Non-porous surface ○ Stains sit on surface ○ Doesn’t support growth of mold & mildew more report related to selling are available at www.exportpakistan.blogspot.com
  23. 23. Seven Steps ofSuccessful Selling  “Why Should I Buy Corian®?”  Easy to Clean  Liquids can’t penetrate  Resists stains  It’s beautiful  Warm to the touch  Lasts a long time  Handles impact  Repairable  10-year transferable installed warranty more report related to selling are available at www.exportpakistan.blogspot.com
  24. 24. Seven Steps ofSuccessful Selling “How Can I Afford Corian®?” The classic value fits most budgets Increases the value of your home Costs less over the long run One-time investment—virtually lasts forever. more report related to selling are available at www.exportpakistan.blogspot.com
  25. 25. Seven Steps ofSuccessful Selling Addressing Price Objections Determine what is really stopping the customer from making the purchase. more report related to selling are available at www.exportpakistan.blogspot.com
  26. 26. Seven Steps ofSuccessful Selling Address the cost of CORIAN® before it becomes an objection Discuss the customer’s preconceived perceptions about the cost for CORIAN® in the beginning of your sales presentation. Eliminate the objection and alter their thinking to concentrate on the long-term benefits. For example - ‘CORIAN® is the most user friendly work surface ever made. Let me show you why it’s worth a little extra investment.” more report related to selling are available at www.exportpakistan.blogspot.com
  27. 27. Seven Steps ofSuccessful Selling 5. Disarm the objection, ask questions, clarify, showcase benefits and confirm.  Agree that CORIAN® is an additional investment.  Ask a direct question to determine needs/wants. “What are the three most important features to you for using and living with your countertop?”  Clarify their response and summarize their needs.  Describe key features/benefits to address needs  “Based on everything you mentioned, do you feel that the extra benefits of CORIAN® are worth the extra investment.” more report related to selling are available at www.exportpakistan.blogspot.com
  28. 28. Seven Steps ofSuccessful Selling Disarm the objection, discuss alternatives, compare benefits, offer a personal recommendation. Agree that CORIAN® is a little more expensive than some alternatives Discuss the alternatives (laminate, granite, tile,etc.)and review the benefits/value of each Summarize the benefits of CORIAN® and offer your personal recommendation (based on your experience or those of other satisfied customers) more report related to selling are available at www.exportpakistan.blogspot.com
  29. 29. Seven Steps ofSuccessful Selling Disarm the objection, show empathy and describe how others have justified the investment for CORIAN®.  Agree with the customer, “That’s a reasonable concern.”  Describe how other customers have felt. “You know, Mrs.. XYZ was thinking the same way when we discussed using CORIAN® in her kitchen.  Describe the experience of the other customer and why they chose CORIAN®. “It’s interesting Mrs.. XYZ decided to use CORIAN® because …….In the end, she believed the long-term benefits, and the beauty of CORIAN® was worth the added investment”. more report related to selling are available at www.exportpakistan.blogspot.com
  30. 30. Seven Steps ofSuccessful Selling Additional Responses to Help Overcome Price ObjectionsCORIAN® doesn’t cost more. It lasts longer.CORIAN® delivers more value for every dollar spent.CORIAN® is the only choice that provides a 10-year installed warranty. “It’s the last countertop you’ll ever need to buy”.Your countertop is the most used and abused surface in your home. The durability and easy maintenance of CORIAN® is easily worth the added investment. more report related to selling are available at www.exportpakistan.blogspot.com
  31. 31. Financing»Offer financing.»Most consumers have a preconceived notion that CORIAN® isexpensive and they are unable to afford it.»Most consumers have a good idea what their monthly budgetsallow…so offer CORIAN® as part of their monthly spending package:»“Did you know that you can own this CORIAN® countertop for aslittle as $xx.xx per month?”»“Did you know that for only $xx.xx a month more, you can upgrade toCORIAN® from Laminate?”
  32. 32. Seven Steps ofSuccessful Selling 6.Get A Commitment After you have answered the customer’s objections, ask for the order. more report related to selling are available at www.exportpakistan.blogspot.com
  33. 33. Seven Steps ofSuccessful Selling Closing the Sale Direct Close Hot Button Close Power of Suggestion Close Testimonials more report related to selling are available at www.exportpakistan.blogspot.com
  34. 34. Seven Steps ofSuccessful Selling Closing the Sale Direct Close “Well, Mrs.. XYZ, I think we’ve determined that CORIAN® is the ideal material for you in your kitchen/bath. When is it convenient for us to get the measurements? more report related to selling are available at www.exportpakistan.blogspot.com
  35. 35. Seven Steps ofSuccessful Selling Closing the Sale Hot Button Close “If a CORIAN® and Laminate countertop were free, which would choose?” “Why” (Assuming answer is Corian®) “Let’s find a way to get you the Corian® countertop you really want.” more report related to selling are available at www.exportpakistan.blogspot.com
  36. 36. Seven Steps ofSuccessful Selling Closing the Sale Power of Suggestion Close “You are going to love taking care of this CORIAN® countertop, you are going to love cleaning this CORIAN® sink.” more report related to selling are available at www.exportpakistan.blogspot.com
  37. 37. Seven Steps ofSuccessful Selling Closing the Sale Testimonials Tell a story! more report related to selling are available at www.exportpakistan.blogspot.com
  38. 38. Seven Steps ofSuccessful Selling 7. Follow Through/Follow Up Once Sold . . . If Not Sold . . . more report related to selling are available at www.exportpakistan.blogspot.com
  39. 39. Process Model to AddressQuestions/Concerns  Question (Receive objection, ask a question)  Listen to Answer  Restate (Repeat what you think you heard for clarification)  Answer  Confirm Satisfaction (Does that answer your question/objection?) If the answer is no, start process again. more report related to selling are available at www.exportpakistan.blogspot.com
  40. 40. New Ideas and Tools  Practice one at a time Get it right!  Try New Behavior at least three times. Comfort = Effectiveness Don’t be Impatient.  Learning Experience: Review Results Ask Yourself Questions: “What Worked, What Didn’t?” (Top Salespeople dissect what they’ve learned and think about improvement.) more report related to selling are available at www.exportpakistan.blogspot.com
  41. 41. CORIAN SURFACES ®Created For Life.™ more report related to selling are available at www.exportpakistan.blogspot.com

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